商务谈判实务教学大纲

.2主持谈判的依据··································································(A)10.2商务谈判信息的传递····································································(A)10.3商务谈判后的管理········································································(B)10.3.1谈判总结···········································································(B)10.3.2谈判关系的维护··································································(B)本章小结思考与练习实训六.课程的教学要求1.在掌握原则和策略的基础上有较强的分析能力及灵活应变能力。2.掌握谈判艺术并有一定文字沟通和处理能力七、学时分配计划32学时,其中讲授30学时,讨论2学时。1.教学方法,教学手段教学方法:讲授,讨论,案例分析2.课外作业及辅导答疑要求课外作业不少于四次辅导答疑:主要在课外进行,要求教师给学生交代联系方式3.课程考核方式考核方式:考试学生最终考试成绩由期末考试成绩,占70%,平时成绩占30%(课堂表现,作业,纪律情况打分,讨论,小测验)三部分构成。八、教材与参考书本课程选用教材:陈文汉《商务谈判实务》,人民邮电出版社,2011年版本主要参考书:1.樊建廷.商务谈判.东北财经大学出版社,20092.张祥.国际商务谈判:原则、方法、艺术.上海三联书店.20113.甘华鸣、许立东.谈判.中国国际广播出版社.2011ⅦⅨ