Chapter One An Overview of International Business Negotiations

Section 1 Outline of the Book

Section 2 Definition of International Business Negotiations

Section 3 Theories of International Business Negotiations

Section 4 Features of International Business Negotiations

Section 5 Objectives of International Business Negotiations

Section 6 Categories of International Business Negotiations

Section 7 PRAM Model for International Business Negotiations

Section 8 Principles of International Business Negotiations

Section 9 A Case of International Business Negotiations：How Giving Face Can Brew Success

Knowledge added：Top Ten Practical Tips for International Business Negotiations

Chapter Two Process of International Business Negotiations

Section 1 A Framework of International Business Negotiations

Section 2 Preparation for International Business Negotiations

Section 3 Opening of International Business Negotiations

Section 4 Formal Information Exchange of International Business Negotiations

Section 5 Concession and Agreement of International Business Negotiations

Section 6 Agreement Execution of International Business Negotiations

Section 7 Simulation of International Business Negotiations

Section 8 Case Study：A Successful International Business Negotiation

Knowledge added：Business Negotiation—NO TRICKS

Chapter Three Basic Links of International Business Negotiations

Section 1 Introduction

Section 2 Inquiries

Section 3 Offers

Section 4 Counter-offers

Section 5 Acceptance

Section 6 Conclusion of a Business Contract

Section 7 Case Study：Shopping Tote Bag Negotiations

Chapter Four Basic Qualities of International Business Negotiators

Section 1 Requirements for Qualified International Business Negotiators

Section 2 Responsibilities of International Business Negotiators

Section 3 Teamwork for the Negotiating Team

Section 4 Simulation of International Business Negotiations

Section 5 Case Study：Chinese Negotiation Training on Sales Price

Knowledge added Part Ⅰ：Ten Personality Traits of Top Negotiators

Knowledge added Part Ⅱ：Long Yongtu（龙永图）：China's Chief Negotiator

Chapter Five Management of International Business Negotiations

Section 1 Brief Introduction to Management

Section 2 Management of Negotiators in International Business Negotiations

Section 3 Management of Teamwork in International Business Negotiations

Section 4 Management of Agenda and Communication Forms in International Business Negotiations

Section 5 Management of Time and Place in International Business Negotiations

Section 6 Management of Atmosphere in International Business Negotiations

Section 7 Management of Risks in International Business Negotiations

Section 8 Simulation of International Business Negotiations

Section 9 Case Study：The Conclusion of the Price of the Chairs for Airport

Chapter Six Strategies and Skills of International Business Negotiations

Section l An Overview and Comparison of Negotiation Strategies and Skills

Section 2 International Business Negotiation Strategies

Section 3 International Business Negotiation Skills

Chapter Seven Etiquette in International Business Negotiations

Section 1 Brief Introduction to the Importance of Etiquette

Section 2 Basic Etiquette of People's Daily Performances

Section 3 Etiquette in Formal International Business Negotiations

Section 4 Etiquette in Contract Signing Ceremony

Section 5 Manners in Attending International Business Negotiations

Knowledge added：Ten Tips on French Business Etiquette

Chapter Eight Intercultural Issues and Styles of International Business Negotiations

Section 1 Factors Influencing International Business Negotiations

Section 2 Foundation and Types of Culture in International Business Negotiations

Section 3 Cultural Differences in International Business Negotiations

Section 4 Personal Styles of International Business Negotiations

Section 5 Team Styles of International Business Negotiations

Section 6 Cultural Styles of International Business Negotiations

Section 7 Simulation of International Business Negotiations

Knowledge added：Culture Differences in the Preferred Flow of Business Negotiations

Chapter Nine International Business Price Negotiations

Section 1 Formation of the Price in International Business Negotiations

Section 2 Features of International Business Price Negotiations

Section 3 Targets of International Business Price Negotiations

Section 4 Essentials of International Business Price Negotiations

Section 5 Skills of International Business Price Negotiations

Section 6 Cases of International Business Price Negotiations

Chapter Ten International Business Contract Negotiations

Section 1 Formation of a Contract in International Business Negotiations

Section 2 Features of International Business Contract Negotiations

Section 3 Objectives of International Business Contract Negotiations

Section 4 Principles of International Business Contract Negotiations

Section 5 Strategies and Skills of International Business Contract Negotiations

Section 6 A Case Study of International Business Contract Negotiations

Chapter Eleven Language Skills and Non-business Communication in International Business Negotiations

Section 1 Features of Language Skills of International Business Negotiations

Section 2 Language Skills of International Business Negotiations

Section 3 Importance of Non-business Communication in International Business Negotiations

Section 4 Non-business Communication in the Phase of Greeting Customers in International Business Negotiations

Section 5 Non-business Communication in the Phase of Formal Negotiations in International Business Negotiations

Section 6 Non-business Communication at Other Activities in International Business Negotiations

Section 7 Non-business Communication in the Phase of Seeing off Customers in International Business Negotiations

Appendix Ⅰ：The First Simulation of International Business Negotiations

Appendix Ⅱ：The Second Simulation of International Business Negotiations