Basic Theories for International Business Negotiation
Section A ABB and Ford: Creating Value Through Cooperation in
Negotiation
Section B Win-Win Negotiation
Background Information
Words and Expressions
Exercises
Staffing Negotiation Teams
Section A China''s Win in the Negotiation with VW
Section B What Defermines the Success in Negotiation——A Case Study
of Multiparty Negotiation
Background Information
Words and Expressions
Exercises
Phases of International Business Negotiation
Section A A Typical Negotiation on Sale with Chinese
Section B Political Problems in Global Negotiations
Background Information
Words and Expressions
Exercises
Negotiation Strategies and Tactics
Section A Wisdom in Mind Is Better than Money in the Hand
Section B Negotiation Strategy or Just Tactics
Background Information
Words and Expressions
Exercises
Types of International Business Negotiation
Section A Long Live Price Negotiations
Section B Enron''s Indian Joint Venture Negotiation Debacle——A Case
Study
Background Information
Words and Expressions
Exercises
Verbal and Nonverbal Communication Skills
Section A Actions Speak Louder than Words
Section B Smart Car Seller
Background Information
Words and Expressions
Exercises
International Business Negotiation Etiquette
Section A The Secret Weapon to Change Disadvantages into
Advantages
Section B Negotiation Credibility Etiquette
Background Information
Words and Expressions
Exercises
Cross-Cultural Business Negotiation
Section A Forewarned Is Forearmed
Section B Building Trust Before Heading to the Table with
Japanese
Background Information
Words and Expressions
Exercises
Key to Exercises
References
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