Chapter One An Overview of International Business Negotiations 1
Section 1 Outline of the Book 1
Section 2 Definition of International Business Negotiations 2
Section 3 Theories of International Business Negotiations 5
Section 4 Features of International Business Negotiations 7
Section 5 Objectives of International Business Negotiations 9
Section 6 Categories of International Business Negotiations 11
Section 7 PRAM Model for International Business Negotiations 15
Section 8 Principles of International Business Negotiations 17
Section 9 A Case of International Business Negotiations：How Giving Face Can Brew Success 18
Knowledge added：Top Ten Practical Tips for International Business Negotiations 25
Chapter Two Process of International Business Negotiations 31
Section 1 A Framework of International Business Negotiations 31
Section 2 Preparation for International Business Negotiations 36
Section 3 Opening of International Business Negotiations 39
Section 4 Formal Information Exchange of International Business Negotiations 40
Section 5 Concession and Agreement of International Business Negotiations 44
Section 6 Agreement Execution of International Business Negotiations 49
Section 7 Simulation of International Business Negotiations 50
Section 8 Case Study：A Successful International Business Negotiation 50
Knowledge added：Business Negotiation—NO TRICKS 52
Chapter Three Basic Links of International Business Negotiations 57
Section 1 Introduction 57
Section 2 Inquiries 58
Section 3 Offers 61
Section 4 Counter-offers 63
Section 5 Acceptance 65
Section 6 Conclusion of a Business Contract 66
Section 7 Case Study：Shopping Tote Bag Negotiations 71
Chapter Four Basic Qualities of International Business Negotiators 78
Section 1 Requirements for Qualified International Business Negotiators 78
Section 2 Responsibilities of International Business Negotiators 83
Section 3 Teamwork for the Negotiating Team 86
Section 4 Simulation of International Business Negotiations 88
Section 5 Case Study：Chinese Negotiation Training on Sales Price 88
Knowledge added Part Ⅰ：Ten Personality Traits of Top Negotiators 91
Knowledge added Part Ⅱ：Long Yongtu（龙永图）：China's Chief Negotiator 93
Chapter Five Management of International Business Negotiations 99
Section 1 Brief Introduction to Management 99
Section 2 Management of Negotiators in International Business Negotiations 103
Section 3 Management of Teamwork in International Business Negotiations 107
Section 4 Management of Agenda and Communication Forms in International Business Negotiations 109
Section 5 Management of Time and Place in International Business Negotiations 111
Section 6 Management of Atmosphere in International Business Negotiations 113
Section 7 Management of Risks in International Business Negotiations 114
Section 8 Simulation of International Business Negotiations 118
Section 9 Case Study：The Conclusion of the Price of the Chairs for Airport 119
Chapter Six Strategies and Skills of International Business Negotiations 125
Section l An Overview and Comparison of Negotiation Strategies and Skills 125
Section 2 International Business Negotiation Strategies 126
Section 3 International Business Negotiation Skills 129
Chapter Seven Etiquette in International Business Negotiations 148
Section 1 Brief Introduction to the Importance of Etiquette 148
Section 2 Basic Etiquette of People's Daily Performances 149
Section 3 Etiquette in Formal International Business Negotiations 150
Section 4 Etiquette in Contract Signing Ceremony 154
Section 5 Manners in Attending International Business Negotiations 156
Knowledge added：Ten Tips on French Business Etiquette 157
Chapter Eight Intercultural Issues and Styles of International Business Negotiations 162
Section 1 Factors Influencing International Business Negotiations 162
Section 2 Foundation and Types of Culture in International Business Negotiations 166
Section 3 Cultural Differences in International Business Negotiations 170
Section 4 Personal Styles of International Business Negotiations 176
Section 5 Team Styles of International Business Negotiations 179
Section 6 Cultural Styles of International Business Negotiations 181
Section 7 Simulation of International Business Negotiations 190
Knowledge added：Culture Differences in the Preferred Flow of Business Negotiations 190
Chapter Nine International Business Price Negotiations 195
Section 1 Formation of the Price in International Business Negotiations 195
Section 2 Features of International Business Price Negotiations 200
Section 3 Targets of International Business Price Negotiations 202
Section 4 Essentials of International Business Price Negotiations 204
Section 5 Skills of International Business Price Negotiations 207
Section 6 Cases of International Business Price Negotiations 211
Chapter Ten International Business Contract Negotiations 220
Section 1 Formation of a Contract in International Business Negotiations 220
Section 2 Features of International Business Contract Negotiations 227
Section 3 Objectives of International Business Contract Negotiations 230
Section 4 Principles of International Business Contract Negotiations 231
Section 5 Strategies and Skills of International Business Contract Negotiations 233
Section 6 A Case Study of International Business Contract Negotiations 237
Chapter Eleven Language Skills and Non-business Communication in International Business Negotiations 243
Section 1 Features of Language Skills of International Business Negotiations 243
Section 2 Language Skills of International Business Negotiations 245
Section 3 Importance of Non-business Communication in International Business Negotiations 250
Section 4 Non-business Communication in the Phase of Greeting Customers in International Business Negotiations 251
Section 5 Non-business Communication in the Phase of Formal Negotiations in International Business Negotiations 251
Section 6 Non-business Communication at Other Activities in International Business Negotiations 252
Section 7 Non-business Communication in the Phase of Seeing off Customers in International Business Negotiations 258
Appendix Ⅰ：The First Simulation of International Business Negotiations 261
Appendix Ⅱ：The Second Simulation of International Business Negotiations 269