国际商务谈判 International Business Negotiation 一、学时学分（Class hours and Credits）：32学时，2学分 二、课程内容与要求（Course content and requirement）： 本课程是国际商务专业的必修课，也可作为其它经管类课程的辅修课程。该课程全面、系统地介绍了国际商务合作中谈判与交流的基本理论与一般方法，主要内容有：谈判的主要类型与基本程序，原则型谈判法的四要素与评价标准，谈判队伍的结构，信息收集的渠道与内容，谈判目标与谈判方案的制定，开局、报价、磋商、成交等各阶段的主要策略与沟通技巧，各国文化差异与谈判风格，风险管理的基本方法等。 通过本课程的学习，学生应达到以下要求： 1.了解现代商务谈判的基本理论与方法，树立合作共赢的商务理念； 2.熟悉谈判从筹备到完成的各阶段策略和交流技巧，能够根据问题改进沟通方式，完成开局阶段的基本设计与谈判方案的撰写， This course is one of the compulsory courses for international business major. It systematically introduces the basic theories and general methods of negotiation in international business cooperation, including: the main types and basic procedures, the elements and evaluation standards of Harvard Principled Negotiation, the structure of the working team, the channels and contents of information collection, the formulation of negotiation objectives and plans, the main strategies and communication skills in the stages of opening, quotation, negotiation and transaction, the differences of cultural styles in different countries, risk management, etc. Through the study, students should meet the following requirements: 1. Understanding the modern theories and methods of business negotiation so as to establishing the concept of win-win cooperation; 2. Mastering the strategies and communication skills with the abilities to design the starting stage and the whole negotiation scheme, and improving the communication level. 三、考核方式（Evaluation mode）: 考核实行百分制，包括两部分，其中平时成绩占50%，由出勤、课内实训、在线学习等组成；期末考试成绩占50%。 The evaluation consists of two parts by hundred mark system. The first part is the daily performance includes Class Attendance, Practice, Online study, etc., which stands the 50% in the total mark. The second part is the score of final written test accounting for the other 50%. 四、先修课程(Pre-requisite): 国际贸易实务（Import and Export Business）、（国际）市场营销学、（International Marketing）、公共关系学（Public Relations）,etc.