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国际商务谈判是典型的跨文化、跨学科的综合性学问和艺术。国际商务谈判作为国与国之间、企业与企业之间经济交往的重要环节，在相当程度上决定着交易的成败，企业的兴衰，甚至影响着一个国家的发展机遇。由于语言和文化的差异难以可克服，国际商务谈判这门独具特色的跨文化课程，在用不同文字表述后损失了相当部分的原始意境，从而也造成了谈判效果的耗损。因此，为了能够让学习者更好地领悟国际商务谈判的精髓，尽可能原汁原味地保留另外一种语言的本真含义，进一步提高国际商务谈判人才的培养品质，编者从国际商务谈判的实战性出发，根据国际商务谈判的规律，全面地介绍了国际商务谈判从准备、组织到谈判技巧、战略战术的相关知识。本书由英文写成，全书共十章，内容加大了跨文化方面的相关内容，和对谈判人才个性化培养方面的知识介绍，突显出本书国际化、通识化、实战化的特点。

Chapter 1  Fundamentals of International Business Negotiation (1)
1.1  Basic Concept and Characteristics of Business Negotiation  (1)
1.2  Forms of International Business Negotiation  (7)
Case Study  (11)
Exercises  (14)

Chapter 2  Preparing for Negotiation  (15)
2.1  Establishing Objectives  (15)
2.2  Collecting and Analyzing Information Concerned  (18)
2.3  Forming the Negotiation Team  (21)
2.4  Planning for International Business Negotiation  (25)
2.5  Choice of Negotiation Venues  (31)
2.6  Negotiators Check List  (33)
Case Study  (37)
Exercises  (37)

Chapter 3  The Process of Negotiation  (38)
3.1  Negotiation Atmosphere and Opening Steps  (38)
3.2  Opening Strategies  (40)
3.3  Bidding and Bargaining  (43)
Case Study  (45)
Exercises  (46)

Chapter 4  Closing the Negotiation  (47)
4.1  Identification and Means of Negotiation Closing  (47)
4.2  Tactics Towards Agreement  (51)
4.3 Tips on Contract Signing  (54)
Case Study  (60)
Exercises  (61)

Chapter 5  Negotiation Principles  (62)
5.1  Win-Win Concept  (62)
5.2  Collaborative Principled Negotiation  (65)
5.3  Law of Interest Distribution  (75)
5.4  Law of Trust  (83)
Case Study  (89)
Exercises  (91)

Chapter 6  Negotiation Strategies and Tactics  (92)
6.1  Developing Your Negotiation Strategies  (92)
6.2  Strategic Considerations  (97)
6.3  Useful Negotiation Strategies  (98)
6.4  Useful Negotiation Tactics  (101)
Case Study  (105)
Exercises  (106)

Chapter 7  Professional Skills for International Business Negotiation  (107)
7.1  Skill of Talking  (107)
7.2  Skills of Asking and Answering  (110)
7.3  Skills of Body Language  (119)
7.4  Application of the Body Language in Negotiation  (123)
Case Study  (124)
Exercises  (125)

Chapter 8  International Business Contract Negotiation  (127)
8.1  Conclusion and Guarantee of a Contract  (127)
8.2  Modification, Termination and Assignment of Contracts  (132)
8.3  Authentication and Notarization of a Contract  (135)
Case Study  (137)
Exercises  (138)

Chapter 9  Personal Styles and Negotiation Modes  (139)
9.1  Negotiators’ Personal Styles  (139)
9.2  Negotiators’ Personal Styles and AC Model  (140)
9.3  Personal Styles vs. Negotiation Modes  (142)
9.4  Application of Personality Checks  (143)
Case Study  (145)
Exercises  (146)

Chapter 10  Different Cultures and Business Negotiation  (147)
10.1  Definition of Culture  (147)
10.2  Cultural Change  (149)
10.3  Negotiation and Conflict Resolution Across Cultures  (152)
10.4  Cultural Dimensions and Negotiation  (153)
10.5  Business Negotiating Styles of Different Cultures  (154)
10.6  Cross the Cultural Gap  (158)
Case Study  (160)
Exercises  (161)
 

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