Unit 1 The Nature of Negotiation 谈判的性质 1
Unit 2 Types of Negotiation 谈判的类型 21
Unit 3 Strategies of Negotiation 谈判的策略 39
Unit 4 Strategic Choice in Negotiation 谈判中的策略选择 66
Unit 5 Framing and BATNA 谈判问题的界定和最佳谈判协议备选方案 86
Unit 6 Techniques of Persuasion 说服的技巧 102
Unit 7 Information in Negotiation 谈判资讯 121
Unit 8 Building Rapport 建立和谐的谈判关系 132
Unit 9 Negotiators and Negotiating Team 谈判人员与谈判团队 145
Unit 10 Negotiation Process 谈判程序 164
Unit 11 Planning A Negotiation 准备谈判 190
Unit 12 Conducting A Negotiation 实施谈判 210
谈判选读1 Cross-Cultural Negotiations 跨文化谈判 228
谈判选读2 Salary Negotiations 薪金谈判 259
谈判选读3 The Test of Negotiation Skill 谈判技能测试 275
谈判选读4 Negotiation Problem Diagnosis 谈判问题诊断 286
附录1 Negotiation between Gazprom and Naftagaz 俄罗斯与乌克兰天然气谈判 300
附录2 Collective Bargaining 集体谈判 304
附录3 Negotiation:Health Environment 谈判：体力与环境 307
附录4 Solutions to Exercises 练习（参考）答案 314
附录5 Vocabulary 词汇表 348
附录6 Bibliography 参考书目 377