牛津商务英语教程,成功谈判.中国版

IntroductionWho’s who in effective negotiatingUnit 1 peparing the groundAgreeing objectives,strategy,and rolesTask-versus person-orientationWelcome and introductionsPreparation and aking openingUnit 2 setting the agendaStructuring and controlling the negotiation processOrganic versus systematic working culturesSequencing and linking Controlling the negotiation processUnit 3 establishingPresenting your position,getting feedbackDirect versus indirect communicationAsking for and giving feedbackEstablishing positionsUnit 4 clarifying positionsActive listening,effective questioningIndividuals versus teams versus teamsAsking questions,showing interestClarifying positionsUnit 5 Managing conflict……Unit 6 making and responding to proposalsUnit 7 bargaining Unit 8 conclusion and agreementVocabulary¬esSupplementary exercises&suggested answersAnswer key Listening tapescriptVcd transcript