国际商务谈判PDF电子书下载

Introduction to International Business Negotiations 1

Section 1 Phases of Business Negotiations 10

Chapter 1 Preparations for Negotiations 13

Chapter 2 Negotiation Teams 39

Chapter 3 Negotiating and Bargaining 57

Chapter 4 Strategies and Tactics 79

Chapter 5 Closing the Negotiation 95

Section 2 Specific Types of Business Negotiations 110

Chapter 6 Negotiations for Trade 113

Chapter 7 Negotiations for Joint Ventures 135

Chapter 8 Negotiations for Technology Transfer 149

Chapter 9 Negotiations of Contracts 161

Chapter 10 Negotiations of Multi-Party and Phased Nature 185

Section 3 Other Aspects of Business Negotiations 199

Chapter 11 Renegotiations 201

Chapter 12 Negotiations over the Internet 215

Section 4 Cultural Considerations for Business Negotiations 233

Chapter 13 Negotiations and Culture 235

Chapter 14 Decorum in Negotiations 255

Chapter 15 Negotiation Ethics 271

Bibliography 291

Additional Sources for Cases 297

Acknowledgements 298