一、对事不对人 二、注重利益而非立场 三、创造双赢的解决方案 四、使用客观标准,破解利益冲突 五、交锋中的技巧

第一节国际商务谈判策略概述 一、国际商务谈判策略的概念 二、商务谈判策略 三、制定国际商务谈判策略的步骤

一、商务谈判人员的个体素质 二、商务谈判人员的群体构成 三、商务谈判人员的管理

第一节国际商务谈判的概念及特点 一、国际商务谈判的定义 1 谈判 2 商务谈判 3 国际商务谈判

Term loans Characteristics of Term Loans Secured loans 1-to 10-year maturity Repaid in periodic installments

Corporate restructuring 1960s- Mergers of unrelated firms formed huge conglomerates 1980s-Investors purchased conglomerates and sold off the pieces as independent companies. 1990s- Strategic mergers of related firms to create synergies

International Business finance Exchange Rate: the price of one currency in terms of another

Innovations in Risk Management Futures contract a contract to buy or sell a stated commodity or financial claim at a specified price at some specified future time

Accounts receivable Management Size of Investment in Accounts Receivable Percent of credit sales to Total sales Level of sales Terms of sale Quality of customer Collection Efforts

Liquid asset management S CASH- motives for holding casha Transactions: to meet cash needs that arise from doing business. Precautionary: having cash on hand for unexpected needs Speculative: to take advantage of potential profit-making situations