Brief Introduction to Characters and Companies 1
Module 1 Theories of International Business Negotiation 3
Project 1 An Introduction to International Business Negotiation 5
Project 2 Impacts of Cultural Differences on International Business Negotiation 11
Project 3 Etiquette in International Business Negotiation 19
Project 4 Phases of International Business Negotiation 31
Module 2 Practice on International Business Negotiation 39
Project 5 Establishing Business Relations 41
Project 6 Inquiry and Offer 55
Project 7 Price Negotiation 67
Project 8 Terms of Payment 79
Project 9 Packing 91
Project 10 Delivery and Shipment 103
Project 11 Insurance 117
Project 12 Signing a Contract 131
Project 13 Contract Execution 147
Project 14 Dispute Settlement 163
Keys for Exercises 177
References 190