Chapter 1 An Overview of International Business Negotiation
1.1Definition and Characteristics of International Business Negotiation
1.2Forms of International Business Negotiation
1.3Basic Forms of International Business Negotiation
Chapter 2 Game Principles
2.1Equal and Voluntary Participation
2.2Credibility First
2.3Reciprocity and Mutual Benefits
2.4Maximizing Commonalities and Minimizing Differences
2.5Speak on Good Grounds
2.6Separate the People from the Problem
Chapter 3 Preparations
3.1Collecting Information
3.2Forming the Negotiation Team
3.3Planning for International Business Negotiation
3.4Physical Preparations
3.5Simulated Negotiations
Chapter 5 Bargaining Process
5.1Making a Quotation
5.2Bargaining
5.3Making Compromise
Chapter 6 Negotiation Strategies and Tactics
6.1An Overview of Negotiation Strategies
6.2Developing Your Strategies
6.3Strategic Considerations
6.4Common Gambits and Tactics
6.5Useful Negotiation Strategies
6.6What Tactics Will You Use?
Chapter 7 Ways of Breaking Impasse
7.1Why Does Impasse Arise?
7.2Conquer the Fear of Impasse
7.3Avoid Provocation
7.4Don't Make Things Worse
7.5Other Means of Dispute Handling
Chapter 8Language Skills
8.1Skills of Asking and Answering
8.2Language Skills of Statement and Refutation
8.3Skills of Body Languages
Chapter 9 The Formation of Contracts
9.1Identification and Means of Negotiation Closing
9.2Conclusion and Guarantee of a Contract
9.3Modification, Termination and Assignment of Contracts
9.4Settlement of Disputes after Contract Signing
9.5Authentication and Notarization of a Contract
Chapter 10 Psychological Qualities of the Negotiator
10.1Psychological Qualities of the Effective Negotiator
10.2Understanding Nonverbal Communication and Lies
10.3Creativity and Problemsolving in Negotiation
Chapter 11 Etiquette
11.1Negotiators as Hosts
11.2Negotiators as Guests
11.3We All Have to Follow!
11.4Etiquette and Taboos in Different Cultures
Chapter 12 International Business Negotiation Styles
12.1Negotiation Styles in American Countries
12.2The European Negotiation Styles
12.3The Asian Negotiation Styles
12.4The Middle-East Area Negotiation Styles
12.5The African Negotiation Styles
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