商務(wù)談判技巧

1　Introduction to this book　1
Part One： Phases
2　Phases of negotiation　5
3　Preparation　7
4　Establishing rapport　28
5　Discussion： starting the negotiation　35
6　Propsals　47
7　Bargaining　58
8　Reaching settlement　68
9　Questions and answers　79
Part Two： Approach
10　Approaches to the negotiation　91
11　Body language　95
12　Rapport　101
13　Culture　107
14　Diplomatic language　118
15　Handing problems　127
Part Three： Evaluation
16　Preparing for a negotiation　137
17　Cross-cultural checklist　144
18　Evaluating your performance　149