《商务英语谈判(英)》课程简介

International Business Negotiation (English)

Course Code: ZYB01020 Course Status: Compulsory

Class Hours: 2 per week, 36 in total Credit Value: 2

Prerequisite: Business English, International Trade Practice

Objectives and content:

International Business Negotiation (English), a required specialty course for Business English majors, aims at cultivating students’ English language competency and negotiating skills in business contexts. This course is focused on the basic theoretical knowledge, negotiating skills and methods for business negotiation and is characterized by wide scope of knowledge, practical training and systematic study, through which students will master the following: 1) the main content, methods and basic theoretical knowledge of international business negotiation, 2) the basic etiquette for business negotiation, 3) the procedures and techniques of business negotiation, 4) the strategies for business negotiation, 5) how to break the deadlock in the negotiation process, and 6) how to deal with the interests relationship between the parties involved. All these will lay a sound theoretical foundation for business negotiations in students’ future work.

Course book:

1. Song Gelan, International Business Negotiations, Higher Education Press, 2009.

2. Bai Yuan, International Business Negotiations (English edition), China Renmin University Press, 2002.

Assessment: Exam

Grading:

Attendance (10%); Projects (15%); In-class Contribution (15%); Final Exam (60%)

国际商务谈判（英）

1 课程编码：ZYB01020 2 课程性质：专业必修

3 教学时数：每周2课时，共36学时 4 学分：2.0

5 先修课程：商务英语，国际贸易实务

6 教学目标与内容：

《国际商务谈判（英）》是商务英语专业（方向）的一门专业必修课，旨在培养学生英语语言能力和商务英语谈判能力，主要介绍商务谈判的基本理论知识、谈判技巧和方法，具有知识面广、实践性强和系统性强等特点。通过本课程的学习，要求学生掌握有关国际商务谈判的主要内容和方法以及相关的基本理论知识，懂得商务谈判的基本礼仪，基本掌握商务谈判的程序及技巧，掌握商务谈判的策略，能处理谈判过程中遇到的僵局、利益关系等，为今后从事商务谈判工作打下良好的理论基础。

7 推荐教材（1-2部）：

《国际商务谈判》 宋格兰等， 2009年2月第1版， 高等教育出版社。 《国际商务谈判（英文版）》白远，2002年6月第1版，中国人民大学出版社。

8 考核方式： 考试

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