復旦卓越‧21世紀國際經濟與貿易專業教材新系：國際商務談判

Chapter 1 An Overview of International Business Negotiation
1．1 Deftnition and Characteristics of International Business
Negotiation
1．2 Forms of International Business Negotiation
1．3 The Basic Forms of International Business Negotiation

Chapter 2 Game Principles of International Business Negotiation
2．1 Equal and Voluntary Participation
2．2 Credibility First
2．3 Mutual 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 Preparation for International Business Negotiation
3．1 Collecting Information
3．2 Forming the Negotiation Team
3．3 Planning for Intemational Business Negotiation
3．4 Physical Preparations
3．5 Simulated Negotiations

Chapter 4 Opening of International Business Negotiation
4．1 Creating a Right Negotiation Atmosphere
4．2 Opening Steps
4．3 Opening Strategies

Chapter 5 Bargaining Process
5．1 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 Strategy
6．3 Strategic Considerations
6．4 Common Gambits and Tactics
6．5 Useful Negotiation Strategies
6．6 What Tactics Will I Use?

Chapter 7 Ways of Breaking an Impasse in Negotiation
7．1 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 in International Business Negotiation
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
9．5 AuthenticatiOn and Notarization of a Contract

Chapter 10 Psychological Qualities and Creativity 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 in International Business Negotiation
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