国际商务谈判

Chapter 1 Fundamentals of International Business Negotiation 1.The Nature of Negotiation 2.Characteristics of Negotiation Situations 3.The Basic Principles of Negotiation 4.Negotiation Architecture 5.Psychology in Negotiation 6.Classical Theories Chapter 2 Basic Rules and Common Flaws 1.Basic Rules 2.Other Minor Rules to Be Observed 3.Common Flaws 4.Some Common Mistakes Foreign Negotiators Made in China 5.Best Practices in Business Negotiations Chapter 3 Conflict Resolution and Negotiation Styles 1.Definition 2.Understanding the Nature of Conflict 3.Effective Conflict Management 4.Comprehensive Conflict Assessment Guide Chapter 4 Negotiation Flow： Stages and Phases 1.Phase Models 2.A Six—Phase Model Chapter 5 Negotiation Strategies and Tactics 1.Terminology 2.Coping with Pitfalls 3.Coping with Sneaky Tricks and Dirty Tactics 4.The Thirty—Six Stratagems and Negotiation Tactics 5.Building an Effective Negotiation Strategy Chapter 6 Profiles of Negotiators and Negotiating Teamwork 1.The Profile of an Individual Negotiator 2.The Profile of Teamwork 3.Management of a Team Chapter 7 Effective Communication in Business Negotiation 1.Basic Models of Communicat.ion 2.Specific Contents Communicated during Negotiation 3.General Forms of Communication in Negotiation 4.Cross—Cultural Business Communication Problems 5.Effective Communication in Global Business Negotiation Chapter 8 Ethical Issues in Global Business Negotiation 1.Terminology 2.Business Ethics in Action 3.Ethical Reasoning in Business Negotiation 4.Ethically Ambiguous Tactics and Deceptive Tactics 5.Ethical Guidelines for Global Business Negotiators 6.Dealing with Deception Chapter 9 Culture Diversity and Intercultural Negotiation 1.Terminology 2.Foundational Elements of a Culture 3.Understanding Major Cultural Differences 4.Understanding Basic Culture Types 5.The Impact of Culture on Negotiation 6.Culturally Responsive Negotiation Strategies Chapter 10 Business Negotiation in the Global Context 1.How Chinese Businesspeople Negotiate 2.How American Businesspeople Negotiate 3.How Japanese Businesspeople Negotiate 4.How German Businesspeople Negotiate 5.How French Businesspeople Negotiate 6.How Indian Businesspeople Negotiate 7.How Australia Businesspeople Negotiate 8.How Egyptian Businesspeople Negotiate 9.How Russian Businesspeople Negotiate Bibliography