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Chapter 1 Fundamentals of International Business Negotiation
1£®Overview of Negotiation
1£®1 What is Negotiation
1£®2 The Importance of Business Negotiation
1£®3 Characteristics of International Business Negotiation
2£®The Four Phases of Business Negotiation
3£®The Main Content of Business Negotiation
4£®The Principles of Business Negotiation
4£®1 Win-Win Concept
4£®2 Collaborative Principled Negotiation
4£®3 Law of Trust in Negotiation
4£®4 Law of Two Level Games
Case Study Negotiating with Wal-Mart Buyers
Exercises

Chapter 2 Choosing the Negotiation Team
1£®The Basic Qualities of Business Negotiators
2£®The Role of Chief Negotiator
2£®1 The Chief Negotiator
2£®2 Organizational Qualities of the Chief Negotiator
3£®Team Solidarity
3£®1 Advantages of Team Negotiation
3£®2 Organizational Structure for Negotiators
3£®3 How Big Should the Team Be
3£®4 The Importance of Team Solidarity
4£®Selecting the Member of Negotiation Team
5£®How to Assemble Successful Negotiating Team
Case Study Bargaining Price with the Chinese
Exercises

Chapter 3 Preparations for Business Negotiation
1£®Establish the Goals for Negotiation
1£®1 Principles of Setting Goals
1£®2 BATNA
2£®Establish Business Relations
2£®1 The Necessary Elements in a Correspondence for Establishing Business Relations
2£®2 Examples of Correspondence for Establishing Business Relations
3£®Explore Ways to Get Information Concerned
4£®Gain the Skill of Making a Feasible Negotiation Plan
4£®1 Gist of a Negotiation Plan
4£®2 Major Contents of a Negotiation Plan
4£®3 Examples of Negotiation Plan
Case Study Contract Renegotiation with the Chilean Government
Exercises

Chapter 4 Strategies and Tactics of Business Negotiation
1£®Strategies and Tactics
2£®The Preparations for Business Negotiation
2£®1 Defining the Aims for Negotiation
2£®2 Getting Necessary Information
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Chapter 5 Content of Business Negotiation £¨I£©
Chapter 6 Content of Business Negotiation £¨II£©
Chapter 7 Content of Business Negotiation £¨III£©
Chapter 8 Intercultural Negotiation
Chapter 9 Etiquettes in International Business Negotiation

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