Chapter 1 An Overview of International Business Negotiation 1
1.1 Definition and Characteristics of International Business Negotiation 2
1.2 Forms of International Business Negotiation 9
1.3 The Basic Forms of International Business Negotiation 16
Chapter 2 Game Principles of International Business Negotiation 27
2.1 Equal and Voluntary Participation 28
2.2 Credibility First 31
2.3 Mutual Reciprocity and Mutual Benefits 35
2.4 Maximizing Commonalities and Minimizing Differences 37
2.5 Speak on Good Grounds 40
2.6 Separate the People from the Problem 43
Chapter 3 Preparation for International Business Negotiation 54
3.1 Collecting Information 55
3.2 Forming the Negotiation Team 60
3.3 Planning for International Business Negotiation 65
3.4 Physical Preparations 73
3.5 Simulated Negotiations 78
Chapter 4 Opening of International Business Negotiation 86
4.1 Creating a Right Negotiation Atmosphere 87
4.2 Opening Steps 98
4.3 Opening Strategies 103
Chapter 5 Bargaining Process 119
5.1 Quotation 121
5.2 Bargaining 131
5.3 Making Compromise 140
Chapter 6 Negotiation Strategies and Tactics 159
6.1 An Overview of Negotiation Strategies 160
6.2 Developing Your Strategy 161
6.3 Strategic Considerations 164
6.4 Common Gambits and Tactics 166
6.5 Useful Negotiation Strategies 167
6.6 What Tactics Will I Use？ 173
Chapter 7 Ways of Breaking an Impasse in Negotiation 183
7.1 Why Does Impasse Arise？ 185
7.2 Conquer the Fear of Impasse 191
7.3 Avoid Provocation 193
7.4 Don’t Make Things Worse 195
7.5 Other Means of Dispute Handling 196
Chapter 8 Language Skills in International Business Negotiation 205
8.1 Skills of Asking and Answering 206
8.2 Language Skills of Statement and Refutation 221
8.3 Skills of Body Languages 231
Chapter 9 The Formation of Contracts 242
9.1 Identification and Means of Negotiation Closing 244
9.2 Conclusion and Guarantee of a Contract 251
9.3 Modification， Termination and Assignment of Contracts 259
9.4 Settlement of Disputes 264
9.5 Authentication and Notarization of a Contract 269
Chapter 10 Psychological Qualities and Creativity of the Negotiator 278
10.1 Psychological Qualities of the Effective Negotiator 279
10.2 Understanding Non-verbal Communication and Lies 288
10.3 Creativity and Problem-solving in Negotiation 296
Chapter 11 Etiquette in International Business Negotiation 309
11.1 Negotiators as Hosts 310
11.2 Negotiators as Guests 317
11.3 We All Have to Follow！ 319
11.4 Etiquette and Taboos in Different Cultures 325
Chapter 12 International Business Negotiation Styles 346
12.1 Negotiation Styles in American Countries 346
12.2 The European Negotiation Styles 350
12.3 The Asian Negotiation Styles 362
12.4 The Middle-East Area Negotiation Styles 367
12.5 The African Negotiation Styles 370
References 373