Chapter 1 An Overview of International Business Negotiation
1.1 Definition and Characteristics of International Business Negotiation
1.2 Forms of International Business Negotiation
1.3 Basic Forms of Intemational Business Negotiation
Chapter 2 Game Principles
2.1 Equal and Voluntary Participation
2.2 Credibility First
2.3 Reciprocity and Mutual Benefits
2.4 Maximizing Commonalities and Minimizing Differences
2.5 Speak on Good Grounds
2.6 Separate the People from the Problem
Chapter 3 Preparations
3.1 Collecting Information
3.2 Forming the Negotiation Team
3.3 Planning for International Business Negotiation
3.4 Physical Preparations
3.5 Simulated Negotiations
Chapter 4 Negotiation Opening
4.1 Creating an Appropriate Atmosphere
4.2 Opening Steps
4.3 Opening Strategies
Chapter 5 Bargaining Process
5.1 Making a Quotation
5.2 Bargaining
5.3 Making Compromise
Chapter 6 Negotiation Strategies and Tactics
6.1 An Overview of Negotiation Strategies
6.2 Developing Your Strategies
6.3 Strategic Considerations
6.4 Common Gambits and Tactics
6.5 Useful Negotiation Strategies
6.6 What Tactics Will You Use?
Chapter 7 Ways of Breaking Impasse
7.l Why Does Impasse Arise?
7.2 Conquer the Fear of Impasse
7.3 Avoid Provocation
7.4 Don''t Make Things Worse
7.5 Other Means of Dispute Handling
Chapter 8 Language Skills
8.1 Skills of Asking and Answering
8.2 Language Skills of Statement and Refutation
8.3 Skills of Body Languages
Chapter 9 The Formation of Contracts
9.1 Identification and Means of Negotiation Closing
9.2 Conclusion and Guarantee of a Contract
9.3 Modification, Termination and Assignment of Contracts
9.4 Settlement of Disputes after Contract Signing
9.5 Authentication and Notarization of a Contract
Chapter 10 Psychological Qualities of the Negotiator
10.1 Psychological Qualities of the Effective Negotiator
10.2 Understanding Non-verbal Communication and Lies
10.3 Creativity and Problem-solving in Negotiation
Chapter 11 Etiquette
11.1 Negotiators as Hosts
11.2 Negotiators as Guests
11.3 We All Have to Follow!
11.4 Etiquette and Taboos in Different Cultures
Chapter 12 International Business Negotiation Styles
12.1 Negotiation Styles in American Countries
12.2 The European Negotiation Styles
12.3 The Asian Negotiation Styles
12.4 The Middle-East Area Negotiation Styles
12.5 The African Negotiation Styles
References
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