CATALOGUE
TheGeneralOverviewonInternationalBusinessNegotiation
TheGeneralProceduresofInternationalBusinessNegotiation
FiveLinksofInternationalBusinessNegotiation
Cross-CulturalProblemsinInternationalBusinessNegotiation
BasicQualitiesforNegotiators
SomeStylesinInternationalBusinessNegotiation
TacticalExpressionsinBusinessNegotiation
PreparationforExporting
PreparationforNegotiation
BusinessNegotiationI
BusinessNegotiationII
BusinessNegotiationIII
BusinessNegotiationIV
AftertheNegotiation
ChapterOne
eGTheneralOverviewonInternationalBusinessNegotiation
AnOverallFrameworkofInternationalBusinessNegotiation
FeaturesofInternationalBusinessNegotiation
BasicRulesofInternationalBusinessNegotiation
StockPhrases
SomeTipsforTradeDelegation
1.WhatisNegotiation?
Theword“negotiation”derivesfromtheLatinInfinitive“negotiari”whichmeans
“totradeordobusiness”.Thisworditselfisfromanotherword,“negare”
（拒绝）,meaning“todeny”andanoun,otium(休闲),meaning“leisure”.Thus,
theancientRomanbusinesspersonwould“denyleisure”untilthebusinesshasbeen
settled.Negotiationisacommonhumanactivityaswellasaprocessthatpeople
undertakeeverydaytomanagetheirrelationshipssuchabuyerandaseller,ahusband
andwife,childrenandparents.Asthestakesinsomeofthesenegotiationsarenot
veryhigh,peopleneednothavetogetpreparationsfortheprocessandtheoutcome.
Butininternationalbusinessnegotiations,thestakesareusuallyhigh,people
cannotignorethisfact,theyhavetogetpreplansinamorecarefulway.Bothparties
inthiskindofnegotiationshouldcontacteachothersothattheycangetabetter
dealratherthansimplyacceptingorrejectingwhattheotherisoffering.Thewhole
processofnegotiationisbaseduponthepremisethatbothpartiesareinterdependent,
thatis,onesidecannotgetwhathe/shewantswithoutta
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