丛书前言 1
Part One：About Negotiation 关于谈判 1
前言 3
Chapter One：Preparation for Negotiations 谈判前的准备 4
Ⅰ．Forming the Negotiating Team 谈判队伍的组成 5
Ⅱ．Creating the Information Base 建立资料档案 8
Ⅲ．Creditability Study 资信调查 13
Ⅳ．Feasibility Study 可行性研究 15
Ⅴ．The Negotiating Brief 谈判方案 18
Ⅵ．The Negotiating Plan 谈判的执行计划 25
Chapter Two：Structure and Sequence of the Negotiation 谈判的结构与程序 31
Ⅰ．The Opening and its Review 摸底阶段 31
Ⅱ．The Follow Up 讨价还价阶段 35
Ⅲ．Identifying the Bargain 成交前的准备阶段 39
Ⅳ．Concluding the Bargain 成交阶段 40
Ⅰ．Attitudinal Tactics 表态策略 43
Chapter Three：Negotiating Tactics 谈判的策略 43
Ⅱ．Situation Tactics 情景策略 48
Part Two：Negotiations on Sales of Goods 货物买卖谈判 59
Chapter One：Product and Quality 产品与品质 60
Chapter Two：Packing and Marking 包装和唛头 66
Ⅰ．Packing 包装 66
Ⅱ．Marking 唛头 67
Chapter Three：Price 价格 70
Chapter Four：Transportation 运输 75
Chapter Five：Insurance 保险 80
Chapter Six：Payment 支付 86
Ⅰ．Payment Instruments 支付手段 86
Ⅱ．Payment Methods 支付方式 87
Ⅲ．Payment Clauses Usually Adopted 通常采用的支付条款形式 90
Chapter Seven：Arbitration 仲裁 92
Part Three：Investment Negotiation 投资谈判 97
Chapter One：Negotiation Procedure 谈判程序 99
Ⅰ．Pre-negotiation Stage 谈判前的准备阶段 99
Ⅱ．Beginning Stage 谈判初期 102
Ⅲ．Integrative Bargaining Stage 集中谈判阶段 103
Ⅳ．Decision-making and Action Stage 决策阶段 103
Chapter Two：Content of Negotiations 谈判内容 106
Ⅰ．Negotiation of the Contract of Cooperative Joint Ventures 中外合作经营企业合同的谈判 106
Ⅱ．Negotiation of the Contract of Equity Joint Ventures 中外合资经营企业合同的谈判 116
Part Four：Technology Trade Negotiation 技术贸易谈判 151
Chapter One：Negotiation Procedure of Technology Trade 技术贸易谈判程序 155
Ⅰ．Pre-negotiation Stage 谈判前的准备阶段 155
Ⅱ．Beginning Stage 谈判初期 162
Ⅲ．Integrative Bargaining Stage 集中谈判阶段 163
Ⅳ．Decision-making and Action Stage 决策阶段 164
Chapter Two：Content of Negotiations 谈判内容 166
Ⅰ．Selecting an Appropriate Type of License Contract 许可证合同的选定 166
Ⅱ．How to Draft a License Contract 许可证合同条款的拟定 175
Part Five：The Impact of Cultural Differences on International Business Negotiations 文化差异对国际商务谈判的影响 207
Ⅰ．What is Culture? 什么是文化 207
Ⅱ．The Relevant Cultural Factors 有关的文化因素 209
Ⅰ．Language and Communication 语言与交流 213
Section One：The United States 美国 213
Ⅱ．Values 价值观念 214
Ⅲ．Decision-making Process 决策过程 216
Section Two：Japan 日本 217
Ⅰ．Language and Communication 语言与交流 217
Ⅱ．Values 价值观念 219
Ⅲ．Decision-making Process 决策过程 220
Ⅰ．Language and Communication 语言与交流 223
Section Three：Germany 德国 223
Ⅱ．Values 价值观念 224
Ⅲ．Decision-making Process 决策过程 227
Section Four：Kuwait 科威特 228
Ⅰ．Language and Communication 语言与交流 229
Ⅱ．Values 价值观念 230
Ⅲ．Decision-making Process 决策过程 233
Bibllography参与书目 235