目錄
項(xiàng)目 1 體驗(yàn)商務(wù)談.................................................................................................1
學(xué)習(xí)任務(wù) 1.1 認(rèn)識(shí)商務(wù)談判 ..................................................................................................1
1.1.1 談判的基本原理....................................................................................................2
1.1.2 商務(wù)談判的內(nèi)涵....................................................................................................5
1.1.3 商務(wù)談判的構(gòu)成....................................................................................................7
1.1.4 商務(wù)談判的類型....................................................................................................8
1.1.5 商務(wù)談判的內(nèi)容..................................................................................................10
1.1.6 商務(wù)談判的過程.................................................................................................. 11
學(xué)習(xí)任務(wù) 1.2 領(lǐng)悟商務(wù)談判 ................................................................................................14
1.2.1 商務(wù)談判相關(guān)理論..............................................................................................15
1.2.2 商務(wù)談判的原則..................................................................................................23
1.2.3 商務(wù)談判評(píng)價(jià)標(biāo)準(zhǔn)..............................................................................................25
項(xiàng)目 2 籌劃商務(wù)談判 ....................................................................................................................30
學(xué)習(xí)任務(wù) 2.1 組建商務(wù)談判團(tuán)隊(duì) ........................................................................................30
2.1.1 談判人員的素質(zhì)與能力 ......................................................................................31
2.1.2 談判團(tuán)隊(duì)的構(gòu)成與分工 ......................................................................................33
2.1.3 談判人員的組織與管理 ......................................................................................36
2.1.4 籌備商務(wù)談判活動(dòng)..............................................................................................38
學(xué)習(xí)任務(wù) 2.2 調(diào)研商務(wù)談判環(huán)境 ........................................................................................42
2.2.1 商務(wù)談判環(huán)境調(diào)查內(nèi)容 ......................................................................................43
2.2.2 商務(wù)談判環(huán)境調(diào)查原則 ......................................................................................47
2.2.3 商務(wù)談判信息調(diào)查方法 ......................................................................................48
2.2.4 商務(wù)談判信息整理與分析 ..................................................................................49
學(xué)習(xí)任務(wù) 2.3 制訂商務(wù)談判方案 ........................................................................................53
2.3.1 制訂商務(wù)談判方案的程序 ..................................................................................55
2.3.2 制訂商務(wù)談判方案的基本要求 ..........................................................................55
2.3.3 商務(wù)談判方案的主要內(nèi)容 ..................................................................................56
2.3.4 模擬商務(wù)談判......................................................................................................60
項(xiàng)目 3 實(shí)戰(zhàn)商務(wù)談判 ....................................................................................................................66
學(xué)習(xí)任務(wù) 3.1 營造商務(wù)談判氣氛 ........................................................................................66
3.1.1 商務(wù)談判開局氣氛營造 ......................................................................................67
3.1.2 商務(wù)談判開場(chǎng)陳述與倡議 ..................................................................................75
3.1.3 商務(wù)談判探測(cè)與摸底..........................................................................................77
3.1.4 商務(wù)談判過程禮儀..............................................................................................78
學(xué)習(xí)任務(wù) 3.2 進(jìn)行商務(wù)談判磋商 ........................................................................................83
3.2.1 商務(wù)談判報(bào)價(jià)......................................................................................................84
3.2.2 價(jià)格解釋與價(jià)格評(píng)論..........................................................................................90
3.2.3 商務(wù)談判討價(jià)還價(jià)..............................................................................................92
3.2.4 商務(wù)談判讓步......................................................................................................98
3.2.5 商務(wù)談判僵局處理............................................................................................107
3.2.6 商務(wù)談判拒絕的藝術(shù)........................................................................................ 113
3.2.7 商務(wù)談判的語言溝通........................................................................................ 116
學(xué)習(xí)任務(wù) 3.3 掌控商務(wù)談判進(jìn)程 ......................................................................................124
3.3.1 把握商務(wù)談判結(jié)束時(shí)機(jī) ....................................................................................125
3.3.2 規(guī)避商務(wù)談判風(fēng)險(xiǎn)............................................................................................132
項(xiàng)目 4 簽訂與履行商務(wù)談判合同 ..............................................................................................137
學(xué)習(xí)任務(wù) 4.1 簽訂商務(wù)談判合同 ......................................................................................137
4.1.1 商務(wù)談判合同書................................................................................................138
4.1.2 商務(wù)談判合同的簽訂........................................................................................142
4.1.3 合同風(fēng)險(xiǎn)的規(guī)避................................................................................................147
學(xué)習(xí)任務(wù) 4.2 履行商務(wù)談判合同 ......................................................................................151
4.2.1 商務(wù)談判合同的履行........................................................................................152
4.2.2 商務(wù)談判合同的變更........................................................................................154
4.2.3 商務(wù)談判合同的解除........................................................................................154
4.2.4 處理合同糾紛....................................................................................................156
項(xiàng)目 5 國際商務(wù)談判 ..................................................................................................................162
學(xué)習(xí)任務(wù) 了解跨文化商務(wù)談判 ........................................................................................162
5.1.1 文化差異與商務(wù)談判........................................................................................163
5.1.2 世界各國的談判風(fēng)格........................................................................................167
參考文獻(xiàn) .........................................................................................................................................182