Unit 1 An Introduction to Negotiation 1
Unit 2 Personal Qualities of a Negotiator 12
Unit 3 Assemblage of a Business Negotiation Team 24
Unit 4 The Seller's Preparation for Negotiation 36
Unit 5 The Buyer's Preparation for Negotiation 48
Unit 6 Stages in Business Negotiation 61
Unit 7 Business Negotiation Styles 72
Unit 8 Guidelines for Business Negotiation 92
Unit 9 Business Negotiation Strategy 104
Unit 10 Business Negotiation Skills 115
Unit 11 Psychological Analysis in Business Negotiation 124
Unit 12 Cultural Differences in Business Negotiation 140
Unit 13 The Use of Language in Business Negotiation 150
Unit 14 Business Negotiation Manners 160
Unit 15 How to Close the Deal 170
Key to Exercises 181