白远国际商务谈判（第六版）知识点列表（英文）.docx

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1、Chapter1NegotiationMotivesandKeyTermino1ogyKnow1edgePointsforchapteronenumberKnow1edgePointspagesection1NegotiationP1.22Conf1ictP1.23StakeP1.24Businessnegotiation1.35Internationa1businessnegotiation1.3Chapter2NegotiationProcedureandStructureKnow1edgePointsforchaptertwonumberKnow1edgePointspagesectio

2、n1ProcedureP2.12Genera1StructureOfNegotiationsP2.23StructureOfBusinessNegotiationP2.3Chapter 3 Negotiation1ubricationKnow1edgePointsforchapter3numberKnow1edgePointspagesection1Know1edgebaseofnegotiatorsP3.12TargetDecisionP3.23Co11ectingInfbnnationP3.34ChoiceOfNegotiationVenuesP3.5Chapter 4 Win-WinCo

3、nceptKnow1edgePointsforchapter4numberKnow1edgePointspagesectionIWin-Iosemode1P4.12Win-winmode1P4.23Conditiona1negotiationP4.3Chapter5Co11aborativePrincip1edNegotiationKnow1edgePointsforchapter5numberKnow1edgePointspagesectionICPNP5.12SeparatePeop1efromtheProb1emP5.23FocusonInterestsNotPositionP5.34I

4、ntroduceObjectiveCriteria5.5Chapter61awofInterestDistributionKnow1edgePointsforchapter6numberKnow1edgePointspagesectionINeedsTheoryP6.12Three1eve1sofInterestsattheDomestic1eve1P6.331awofTwo1eve1GameP6.4Chapter7NegotiatingPowerandRe1atedFactorsKnow1edgePointsforchapter7numberKnow1edgePointspagesectio

5、n1NegotiatingPowerandSourcesofNegotiationPowerP7.12FactorsCausingChangesofNegotiatingPowerP7.23App1icationofNegotiatingPowerstrategiesP7.3Chapter81awofTrustKnow1edgePointsforchapter8numberKnow1edgePointspagesection1TrustanditsInterpretationP8.12FactorsdecidingtrustingandTrustedP8.23Factorsdecidingap

6、erson,strustfu1behaviorP8.34EffectsofTrustP8.4Chapter9Persona1Sty1esVSNegotiationModesKnow1edgePointsforchapter9numberKnow1edgePointspagesectionINegotiators,Persona1Sty1esP9.12Persona1Sty1eandACmode1P9.23Persona1Sty1esVSNegotiationmode1sP9.3Chapter10GameTheoryandNegotiationApp1icationKnow1edgePoints

7、forchapter10numberKnow1edgePointspagesectionIGameTheory,itsAssumptionandRu1esP10.12MatrixDisp1ayandConsequencesP10.23Prisoners,Di1emmaP10.34DirectDeterminantsofCoordinationGoa110.4Chapter11DistributiveVSIntegrativeTypesofNegotiationsKnow1edgePointsforchapter11numberKnow1edgePointspagesectionIDistrib

8、utiveNegotiationP11.12PriceNegotiationandNegotiationZoneP11.23IntegrativeNegotiationP11.3Chapter12Comp1exNegotiationKnow1edgePointsforchapter12numberKnow1edgePointspagesection1Comp1exNegotiationandtheirPropertiesP12.12Invo1vementofThirdPartyP12.23Coa1ition,Mu1ti-partyNegotiationP12.3Chapter13Cu1ture

9、Patternvs.NegotiationPatternsKnow1edgePointsforchapter13numberKnow1edgePointspagesection1DefinitionofCu1tureP13.12Cu1turePatternsP13.23Hofstedecu1tura1studyP13.3Chapter14NegotiationRiskandManagementKnow1edgePointsforchapter14numberKnow1edgePointspagesection1IdentificationofthesourcesofrisksP14.12Externa1risksP14.23Interna1RisksP1434RiskManagementP14.4