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　　It is far superior to any training focused only on individual skills building.First developed by Professor Bob March during his 15 years in Japan as a professor, consultant and advisor.
Perfected from his 4 years teaching & training in China.

内容简介

International Team Negotiation a graduate course and also for undergraduates proven in China to successfully educate Chinese business students and managers.
Team negotiation is a powerful new concept in the study and application of NEGOTIATION practice. It is far superior to any training focused only on individual skills building.
A powerful negotiation method that fits perfectly with Asian collective society.
First developed by Professor Bob March during his 15 years in Japan as a professor, consultant and advisor.
Perfected from his 4 years teaching & training in China.
Professor March' s TEAM NEGOTIATION METHOD is the clever Chinese collective approach for the future.

目　　录

Section 1 What the Study of International Negotiation Does and Doesn't Include 1
　Team Role Play No. 1 How Class Grades in This Course Are to Be Decided
Section 2 Selecting Your Team and Leader
　NEGCOM Inventory Score Test
Section 3 The Method for Forming the Teams
　Team Role Play No.2 Negotiation Preparation
Section 4 Negotiation between Inexperienced or Untrained Negotiators
　Team Role Play No.3 China Life Insurance Case
Section 5 Anticipating Outcomes in International Negotiation
　Case 1 Frazier Air Conditioning Global
　Case 2 Protecting GUANXI from GWAILO
Section 6 The 8-Step Negotiation Preparation Process
　Comprehensive Opening Statement (COS)
Section 7 Culture Learning Lessons for the Chinese Negotiator

Section 1 What the Study of International Negotiation Does and Doesn't Include 1 　Team Role Play No. 1 How Class Grades in This Course Are to Be Decided Section 2 Selecting Your Team and Leader 　NEGCOM Inventory Score Test Section 3 The Method for Forming the Teams 　Team Role Play No.2 Negotiation Preparation Section 4 Negotiation between Inexperienced or Untrained Negotiators 　Team Role Play No.3 China Life Insurance Case Section 5 Anticipating Outcomes in International Negotiation 　Case 1 Frazier Air Conditioning Global 　Case 2 Protecting GUANXI from GWAILO Section 6 The 8-Step Negotiation Preparation Process 　Comprehensive Opening Statement (COS) Section 7 Culture Learning Lessons for the Chinese Negotiator 　Preparation for Team Role Play No.4 Idelux Motors vs. PK City Section 8 Full Session Role Play Negotiation 　Team Role Play No.4 Idelux Motors vs. PK City Section 9 Professional Skills for International Negotiators Section 10 More on Professional Skills Section 11 Reviewing the Course and Understanding What Is Still to Come Section 12 Team Role Play No.4 Motion Inc. vs. Precedent Computer Co. Section 13 Team Role Play No.5 Crude Oil Sale Pricing Section 14 Team Role Play No.6-8 Vessel Acceptance Section 15 Final Course Activities Learning from Two Model Reports and Submitting Your Own Final Reports Appendices Ⅰ. Standard Instructions for Team Role Play Process and Skills Ⅱ. Key Words and Terms Used in the Oil Industry Ⅲ. Supplementary Team Role Play* Ⅳ. The Order of Negotiating Activities -- Expert's Ranking Bibliography

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