Chapter 1 An Overview of International Business Negotiation … 1
第 1 章 国际商务谈判概述 ...1
1.1 Definition and Characteristics of International Business Negotiation … 2
1.1 国际商务谈判的定义和特点2
1.2 Forms of International Business Negotiation … 9
1.2 国际商务谈判的形式9
1.3 Basic Forms of International Business Negotiation … 16
1.3 国际商务谈判的基本形式16
Chapter 2 Game Principles … 28
第 2 章 游戏原则 ...28
2.1 Equal and Voluntary Participation … 29
2.1 平等和自愿参与 ...29
2.2 Credibility First … 32
2.2 信誉第一 ...32
2.3 Reciprocity and Mutual Benefits … 35
2.3 互惠互利 ...35
2.4 Maximizing Commonalities and Minimizing Differences … 38
2.4 最大化共性，最小化差异 ...38
2.5 Speak on Good Grounds … 41
2.5 有充分的理由说话......41
2.6 Separate the People from the Problem … 44
2.6 将人与问题分开......44
Chapter 3 Preparations … 54
第 3 章 准备工作 ...54
3.1 Collecting Information … 55
3.1 收集信息 ...55
3.2 Forming the Negotiation Team … 60
3.2 组建谈判团队 ...60
3.3 Planning for International Business Negotiation … 65
3.3 国际商务谈判规划65
3.4 Physical Preparations … 73
3.4 物理准备 ...73
3.5 Simulated Negotiations … 79
3.5 模拟谈判 ...79
Chapter 4 Negotiation Opening … 86
第 4 章 谈判开始86
4.1 Creating an Appropriate Atmosphere … 87
4.1 营造适当的氛围 ...87
4. 2 Opening Steps … 98
4. 2 个打开步骤 ...98
4.3 Opening Strategies … 103
4.3 开局策略 ...103
Chapter 5 Bargaining Process … 119
第 5 章 讨价还价过程......119
5.1 Making a Quotation … 121
5.1 报价 ...121
5.2 Bargaining … 131  5.2 讨价还价......131
5.3 Making Compromise … 139
5.3 做出妥协......139
Chapter 6 Negotiation Strategies and Tactics … 158
第 6 章 谈判策略和战术 ...158
6.1 An Overview of Negotiation Strategies … 159
6.1 谈判策略概述 ...159
6.2 Developing Your Strategies … 160
6.2 制定你的策略......160
6.3 Strategic Considerations … 163
6.3 战略考虑 ...163
6.4 Common Gambits and Tactics … 165
6.4 常见的策略和策略 ...165
6.5 Useful Negotiation Strategies … 166
6.5 有用的谈判策略 ...166
6.6 What Tactics Will You Use? … 172
6.6 您将使用什么策略？…172
Chapter 7 Ways of Breaking Impasse … 182
第 7 章 打破僵局的方法......182
7.1 Why Does Impasse Arise? … 184
7.1 为什么会出现僵局？…184
7.2 Conquer the Fear of Impasse … 190
7.2 克服对僵局的恐惧......190
7.3 Avoid Provocation … 192
7.3 避免挑衅192
7.4 Don’t Make Things Worse … 194
7.4 不要让事情变得更糟......194
7.5 Other Means of Dispute Handling … 195
7.5 其他处理争议的方式195
Chapter 8 Language Skills … 204
第 8 章 语言技能 ...204
8.1 Skills of Asking and Answering … 205
8.1 提问和回答的技巧205
8.2 Language Skills of Statement and Refutation … 220
8.2 陈述和反驳的语言技巧220
8.3 Skills of Body Languages … 230
8.3 肢体语言技能230
Chapter 9 The Formation of Contracts … 240
第 9 章 合同的形成 ...240
9.1 Identification and Means of Negotiation Closing … 242
9.1 协商结束的识别和手段242
9.2 Conclusion and Guarantee of a Contract … 249
9.2 合同的订立和保证249
9.3 Modification, Termination and Assignment of Contracts … 257
9.3 合同的修改、终止和转让 ...257
9.4. Settlement of Disputes after Contract Signing … 262
9.4. 合同签订后争议的解决262
9.5 Authentication and Notarization of a Contract … 267
9.5 合同的认证和公证267
Chapter 10 Psychological Qualities of the Negotiator … 277
第 10 章 谈判者的心理品质 ...277
10.1 Psychological Qualities of the Effective Negotiator … 278
10.1 有效谈判者的心理素质 ...278
10.2 Understanding Non-verbal Communication and Lies … 287
10.2 理解非语言交流和谎言287
10.3 Creativity and Problem-solving in Negotiation … 295
10.3 谈判中的创造力和解决问题的能力295
Chapter 11 Etiquette … 308
第 11 章 礼仪 ...308
11. 1 Negotiators as Hosts … 309
11. 1 作为东道主的谈判者......309
11.2 Negotiators as Guests … 316
11.2 作为客人的谈判者......316
11.3 We All Have to Follow! … 318
11.3 我们都必须遵循！…318
11.4 Etiquette and Taboos in Different Cultures … 324
11.4 不同文化中的礼仪和禁忌......324
Chapter 12 International Business Negotiation Styles … 345
第 12 章 国际商务谈判风格 ...345
12.1 Negotiation Styles in American Countries … 345
12.1 美洲国家的谈判风格 ...345
12.2 The European Negotiation Styles … 349
12.2 欧洲谈判风格 ...349
12.3 The Asian Negotiation Styles … 361
12.3 亚洲谈判风格 ...361
12.4 The Middle-East Area Negotiation Styles … 366
12.4 中东地区谈判风格366
12.5 The African Negotiation Styles … 369
12.5 非洲谈判风格 ...369
References … 372  引用。。。372