Introduction to International Business Negotiations 1
Section 1 Phases of Business Negotiations 10
Chapter 1 Preparations for Negotiations 13
Chapter 2 Negotiation Teams 39
Chapter 3 Negotiating and Bargaining 57
Chapter 4 Strategies and Tactics 79
Chapter 5 Closing the Negotiation 95
Section 2 Specific Types of Business Negotiations 110
Chapter 6 Negotiations for Trade 113
Chapter 7 Negotiations for Joint Ventures 135
Chapter 8 Negotiations for Technology Transfer 149
Chapter 9 Negotiations of Contracts 161
Chapter 10 Negotiations of Multi-Party and Phased Nature 185
Section 3 Other Aspects of Business Negotiations 199
Chapter 11 Renegotiations 201
Chapter 12 Negotiations over the Internet 215
Section 4 Cultural Considerations for Business Negotiations 233
Chapter 13 Negotiations and Culture 235
Chapter 14 Decorum in Negotiations 255
Chapter 15 Negotiation Ethics 271
Bibliography 291
Additional Sources for Cases 297
Acknowledgements 298