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Unit 1 The Nature of Negotiation 1 1.1 Learning Objectives 2 1.2 The Nature of Negotiation 2 1.3 Interdependence 2 1.4 Mutual Adjustment 2 1.5 Examples for Your Check List 3 1.6 Value Claiming and Value Creation 4 1.7 Effective Conflict Management 5 1.8 Case Study 6 1.9 Business Ethics 8 1.10 Exercises 9 Unit 2 Strategy and Tactics of Negotiation 11 2.1 Learning Objectives 12 2.2 Tactical Tasks 12Unit 1 The Nature of Negotiation 1 1.1 Learning Objectives 2 1.2 The Nature of Negotiation 2 1.3 Interdependence 2 1.4 Mutual Adjustment 2 1.5 Examples for Your Check List 3 1.6 Value Claiming and Value Creation 4 1.7 Effective Conflict Management 5 1.8 Case Study 6 1.9 Business Ethics 8 1.10 Exercises 9 Unit 2 Strategy and Tactics of Negotiation 11 2.1 Learning Objectives 12 2.2 Tactical Tasks 12 2.3 Position Taken During Negotiation 13 2.4 Key Steps in the Negotiation 16 2.5 Factors That Facilitate Successful Negotiation 17 2.6 Case Study 18 2.7 Business Ethics 19 2.8 Exercises 19 Unit 3 Relationships in Negotiation 20 3.1 Learning Objectives 21 3.2 Negotiation in Communal Sharing Relationship 21 3.3 Key Elements in Managing Negotiations within Relationship 22 3.4 Case Study 27 3.5 Business Ethics 28 3.6 Exercises 28 Unit 4 Strategy and Planning of Negotiation 29 4.1 Learning Objectives 30 4.2 Goals and Effects of Negotiation Strategy 30 4.3 Strategy and Tactics 31 4.4 The Planning Process of Implementing Strategy 32 4.5 Case Study 35 4.6 Business Ethics 35 4.7 Exercises 36 Unit 5 Cross-Cultural Negotiation 37 5.1 Learning Objectives 38 5.2 The Nature of Culture 38 5.3 Dimensions of Culture 38 5.4 Why Culture Influences Negotiations 40 5.5 How Culture Influences Negotiations 41 5.6 Cross-Cultural Negotiation Strategies 43 5.7 Case Study 45 5.8 Business Ethics 46 5.9 Exercises 47 Unit 6 Essential of Business Letter Writing 48 6.1 Learn Objectives 49 6.2 Brief Introduction 49 6.3 Requirements for Business Letter and Email Writers 49 6.4 Seven Guidelines in Business Letter Writing 49 6.5 Letter Format and Placement of Major Parts 51 6.6 The Layout of Emails 53 6.7 The Layout of Business Letters 54 6.8 Addressing Envelopes 55 6.9 Writing Procedure 56 6.10 The Outline of Business Letters 57 6.11 Case Study 58 6.12 Business Ethics 60 6.13 Exercises 60 Unit 7 Establishing Business Relations 61 7.1 Learning Objectives 62 7.2 The Significance of Establishing Business Relations 62 7.3 The Channels of Establishing Business Relations 62 7.4 Writing Skills 63 7.5 Typical Expressions for Letters Requesting for Establishment of Business Relations (See Table 7.1) and Replies (See Table 7.2) 63 7.6 Specimen Letters 64 7.7 Situational Conversation 65 7.8 Useful Patterns £¦ Examples 66 7.9 Case Study 67 7.10 Business Ethics 68 7.11 Exercises 68 Unit 8 Enquiry and Reply 70 8.1 Learning Objectives 71 8.2 The Importance and Nature of Enquiry 71 8.3 Categories of Enquiry 71 8.4 Writing Skills 71 8.5 Typical Expressions for Letters Making Enquiry (See Table 8.1) and Reply (See Table 8.2) 72 8.6 Specimen Letters 73 8.7 Situational Conversation 74 8.8 Useful Patterns £¦ Examples 75 8.9 Case Study 76 8.10 Business Ethics 76 8.11 Exercises 77 Unit 9 Quotation and Offer 79 9.1 Learning Objectives 81 9.2 The Importance and Nature of Offer 81 9.3 Categories of Offer 81 9.4 Differences between Offer £¦ Quotation 82 9.5 Writing Skills 82 9.6 Typical Expressions for Letters Making Offer (See Table 9.1) 82 9.7 Specimen Letters 83 9.8 Situational Conversation 84 9.9 Useful Patterns £¦ Examples 85 9.10 Case Study 86 9.11 Business Ethics 86 9.12 Exercises 87 Unit 10 Order and Acknowledgement 89 10.1 Learning Objectives 90 10.2 Orders and Their Effects 90 10.3 About Acknowledgement 90 10.4 Writing Skills and Typical Expressions of Placing Orders (See Table 10.1) 91 10.5 Specimen Letters 93 10.6 Situational Conversation 95 10.7 Useful Patterns £¦ Examples 96 10.8 Case Study 97 10.9 Business Ethics 97 10.10 Exercises 98 Unit 11 Conclusion of Business 100 11.1 Learning Objectives 101 11.2 Function of Contract 101 11.3 The Contents of a Contract 101 11.4 Writing Skills 102 11.5 Typical Writing Steps of Conclusion of Business (See Table 11.1) 103 11.6 Specimen Letters 103 11.7 Situational Conversation 105 11.8 Useful Patterns £¦ Examples 105 11.9 Case Study 107 11.10 Business Ethics 107 11.11 Exercises 107 Unit 12 Payment Methods 109 12.1 Learning Objectives 110 12.2 Modes of Payment 110 12.3 Writing Skills and Typical Expressions (See Table 12.1—12.4) 111 12.4 Specimen Letters 112 12.5 Useful Patterns £¦ Examples 113 12.6 Case Study 114 12.7 Business Ethics 114 12.8 Exercises 115 Unit 13 Packing 117 13.1 Learning Objectives 118 13.2 Types of Packing 118 13.3 Function of Packing 118 13.4 Writing Skills 118 13.5 Typical Expressions for Letters of Packing (See Table 13.1) and Replies (See Table 13.2) 119 13.6 Specimen Letters 119 13.7 Useful Patterns £¦ Examples 121 13.8 Case Study 122 13.9 Business Ethics 122 13.10 Exercises 122 Unit 14 Shipment 124 14.1 Learning Objectives 125 14.2 About Shipment 125 14.3 Method of Shipment 125 14.4 Writing Skills and Typical Expressions 125 14.5 Specimen Letters 127 14.6 Useful Patterns and Examples 128 14.7 Case Study 129 14.8 Business Ethics 129 14.9 Exercises 129 Unit 15 Insurance 131 15.1 Learning Objectives 132 15.2 About International Cargo Transportation Insurance 132 15.3 The Field of International Cargo Insurance 132 15.4 Writing Skills and Typical Expressions 133 15.5 Specimen Letters 134 15.6 Useful Patterns £¦ Examples 135 15.7 Case Study 136 15.8 Business Ethics 137 15.9 Exercises 137 Unit 16 Claim and Settlement 139 16.1 Learning Objectives 140 16.2 Brief Introduction of Complaints and Claims 140 16.3 The Different Types of Claims 140 16.4 Writing Skills 141 16.5 Typical Expressions for Letters Requesting for Claim and Settlements 141 16.6 Specimen Letters 142 16.7 Useful Patterns £¦ Examples 143 16.8 Case Study 145 16.9 Business Ethics 145 16.10 Exercises 145 Unit 17 Telephone Etiquette 146 17.1 Learning Objectives 147 17.2 The Significance of Telephone Etiquette 147 17.3 The Guidelines for Handling Outgoing Calls 147 17.4 The Guidelines for Receiving Incoming Calls 148 17.5 Typical Expressions for Handling Outgoing and Incoming Calls 148 17.6 The Guidelines for Teleconferencing 149 17.7 Case Study 150 17.8 Situational Conversation 152 17.9 Business Ethics 153 Unit 18 Job Application and Interview 154 18.1 Learning Objectives 155 18.2 Brief Introduction 155 18.3 Resumes and Application Letters 155 18.4 The Job Interview 158 18.5 Case Study 160 18.6 Business Ethics 163 18.7 Exercises 163 Unit 19 Business Travel Etiquette 164 19.1 Learning Objectives 165 19.2 The Significance of Business Travel Etiquette 165 19.3 Basic Etiquette of Business Travel 165 19.4 Foreign Custom and Holiday Etiquette 167 19.5 Typical Greeting Behaviors 171 19.6 Basic Etiquette of Conference, Seminar or Training Program 171 19.7 Basic Etiquette of Trade Fair 172 19.8 Case Study 172 19.9 Business Ethics 173 19.10 Exercises 173 Unit 20 Business Negotiation Etiquette 175 20.1 Learning Objectives 176 20.2 Brief Introduction 176 20.3 Negotiators as Hosts 176 20.4 Negotiators as Guests 178 20.5 Verbal and Nonverbal Communication 178 20.6 Taboos of Business Negotiation of Different Cultures 179 20.7 Case Study 180 20.8 Situational Etiquette 181 20.9 Business Ethics 182 20.10 Exercises 183 Unit 21 Business Dinner Etiquette 187 21.1 Learning Objectives 188 21.2 The Significance of Dining Etiquette 188 21.3 Forms of Business Entertaining 188 21.4 Preparations for Business Meals 188 21.5 Etiquette for Business Dinner 190 21.6 Toasts 192 21.7 Useful Tips 193 21.8 Case Study 194 21.9 Business Ethics 195 21.10 Exercises 195 ²Î¿¼ÎÄÏ×