Chapter Ⅰ An Overview of International Business Negotiations 1
Section Ⅰ Concept and Characteristics of International Business Negotiations 1
Section Ⅱ Principles of Business Negotiations 8
Section Ⅲ The Types of International Business Negotiations 13
Section Ⅳ Forms＆Approaches of Business Communication 15
Chapter Ⅱ The Theories of International Business Negotiations 18
Section Ⅰ The Economic Theory 18
Section Ⅱ The Basic Psychological Theories of Business Negotiations 21
Section Ⅲ Integrative Approach and Win-win Principle 26
Section Ⅳ Game Theory and the Principle of Good Faith 33
Section Ⅴ Other Theories 42
Chapter Ⅲ Personnel Quality,Psychology and the Negotiation Team Composition 51
Section Ⅰ Psychology in International Business Negotiations 51
Section Ⅱ Individual's Psychological Activities During the International Business Negotiations 54
Section Ⅲ The Negotiators' Qualities 56
Section Ⅳ The Negotiation Team Composition 58
Chapter Ⅳ Culture Differences in International Business Negotiations 65
Section Ⅰ Cultural Factors Influencing on Negotiation Styles 65
Section Ⅱ Cultural Differences in International Business Negotiations 70
Section Ⅲ The Business Negotiation Customs and Styles in the Prime Regions 71
Chapter Ⅴ Preparations for Business Negotiations 83
Section Ⅰ The Preparations of Business Negotiations 84
Section Ⅱ The Information Preparation for Business Negotiations 90
Section Ⅲ Business Negotiation Plans 96
Section Ⅳ Simulated Negotiations 104
Chapter Ⅵ Business Negotiation Strategies 111
Section Ⅰ Strategies of Starting Stage 113
Section Ⅱ Strategies of Offer 116
Section Ⅲ Strategy of Consultation Stage 119
Section Ⅳ Strategies on the Stage of Striking a Bargaining 132
Chapter Ⅶ Communication Skills in Business Negotiations 139
Section Ⅰ Verbal Language in Business Negotiations 139
Section Ⅱ The Non-verbal Language in Business Negotiations 144
Section Ⅲ Words Expressions in Business Negotiations 149
Chapter Ⅷ Different Forms of Tactics in International Business Negotiations 152
Section Ⅰ Negotiation Skills for the Superior 153
Section Ⅱ Negotiation Skills for the Inferior 156
Section Ⅲ Negotiation Skills for the Balance 158
Chapter Ⅸ Risk Prevention in International Business Negotiations 167
Section Ⅰ Analysis for the Risks in International Business Negotiations 168
Section Ⅱ How to Forecast＆Control Risks in International Business Negotiations 176
Section Ⅲ Methods to Avert Risks 179
Chapter Ⅹ Etiquette for International Business Negotiations 187
Section Ⅰ Summary for Etiquette in International Business Negotiations 187
Section Ⅱ Basic Business Etiquette 195
Section Ⅲ Etiquette for International Business Negotiations 209
Bibliography 216