本课程是商务英语和跨文化交际方向的研究生的主干课程之一。课程详细介绍西方商务谈判理论与策略、包括商务谈判的概念、程序与模式、谈判过程中语言与非语言交际、文化差异对谈判过程与结果的影响。课程将采用教师讲授、案例分析、口头报告以及模拟商务谈判相结合的授课方式，旨在使学生深入系统地理解和掌握商务谈判的有关理论、原则和方法、策略、技巧、礼节和礼仪，培养学生的谈判意识和文化意识，提高其英语实际交流能力与谈判技巧。 Syllabus for International Business Negotiation I. Course Descriptions: The course aims at providing the students with the international business negotiation theory, practical negotiating strategy and skills applied in an international business environment to deal with people or parties whose interests, cultural norms, communication styles and business expectations may differ significantly from one’s own. The course will build on presentations by teacher and student work groups, exercises and negotiation simulations. I. Course Descriptions: The course aims at providing the students with the international business negotiation theory, practical negotiating strategy and skills applied in an international business environment to deal with people or parties whose interests, cultural norms, communication styles and business expectations may differ significantly from one’s own. The course will build on presentations by teacher and student work groups, exercises and negotiation simulations. II. Objectives: The course is designed to provide the students with an understanding of the principles of effective negotiations and how to become a professional business negotiator. At the end of the course, the students will be able to apply negotiating strategies and skills to deal with tough people or parties from various cultural backgrounds and handle the difficult negotiation issues skillfully and effectively in a professional way. I. Course Descriptions: The course aims at providing the students with the international business negotiation theory, practical negotiating strategy and skills applied in an international business environment to deal with people or parties whose interests, cultural norms, communication styles and business expectations may differ significantly from one’s own. The course will build on presentations by teacher and student work groups, exercises and negotiation simulations. II. Objectives: The course is designed to provide the students with an understanding of the principles of effective negotiations and how to become a professional business negotiator. At the end of the course, the students will be able to apply negotiating strategies and skills to deal with tough people or parties from various cultural backgrounds and handle the difficult negotiation issues skillfully and effectively in a professional way. III. Outline of Content: Week1：Hypostasis of negotiation, qualification of an excellent negotiator, management of a negotiation team Week 2: Preparation of Negotiation Week 3. Diplomatic Negotiation and Economic Negotiation among governments Week 4: Negotiation among International Organizations and Economic Blocs Week 5: Seven Stages of Negotiation Process Week 6: Business Etiquette and Cross Cultural Negotiation Week 7: Body Language in Business Negotiation; Negotiation Simulation 1 Week 8: Negotiating Psychology; Negotiation Simulation 2 Week 9: The Application of Game Theory to International Business Negotiation Week 10: Negotiation Strategies; Negotiation Simulation 3 Week 11: Negotiating Skills; Negotiation Simulation 4 Week 12: Legal Issues in Business Negotiation; Negotiation Simulation 5 Week 13: Pricing Strategy Week 14: Negotiation Deadlocks and Crises; Case Simulation Week 15: Settlement of Business Negotiation Disputes Week 16: Abnormal Negotiation and Business Ethics; Case Simulation Credit Hour: credits and 32 hours