国际商务谈判

Chapter 1 Negotiation Motives And Key Terminology

Negotiations

Conflicts

Stakes

Case Study： Chrysler Missed The Best Opportunity Entering China Automobile Market

Chapter 2 Negotiation Procedure And Structure

Negotiation Procedure

General Structure Of Negotiations

Structure Of Business Negotiations

Simulation： An Economic Recession

Case Study I： The Principle Of Complementary Concession

Case Study Ii ： Sino-Us Negotiations On Intellectual Property Right Protection

Chapter 3 Negotiation Lubrication

Target Decision

Collecting Information

Staffing Negotiation Teams

Choice Of Negotiation Venues

Simulation： Silk Selling

Case Study： Cases Showing Importance Of Pre-Negotiation Preparation

Chapter 4 Win-Win Concept

Traditional Concept

Introduction Of Win-Win Concept--A Revolution In Negotiation Field

How Can Both Sides Win

Simulation： Financial Leasing Negotiation

Case Study： Argument Between The Developing Countries And Developed Countries

Chapter 5 Collaborative Principled Negotiation

Collaborative Principled Negotiation And Its Four Components

Separate The People From The Problem

Focus On Interests But Not Positions

Invent Options For Mutual Gain

Introduce Objective Criteria

Simulation： Hotel Selling

Case Study： Company Policy

Chapter 6 Law Of Interest Distribution

Needs Theory

Application Of The Needs Theory In Negotiation

Three Levels Of Interests At The Domestic Level

Law Of Two-Level Game

Simulation： A Dam On The River

Case Study： Us-Japan Negotiations On Semiconductors

Chapter 7 Negotiating Power And Related Factors

Negotiating Power And Sources Of Negotiating Power

Factors Causing The Changes Of Negotiating Power

Application Of Power Tactics

Estimating Negotiating Power

Simulation： Negotiation On Oil Contract

Chapter 8 Law Of Trust

Trust And Its Interpretation

How To Decide A Person Trusts Or Is Trusted?

Determinants Affecting A Person's Trustful Or Mistrustful Beha

Effects Of Trust

Suggestions Of Enhancing Mutual Trust

Simulation： Market Research For A New Product

Case Study'： Dilemma Of The Management

Chapter 9 Personal Styles Vs. Negotiation Modes

Negotiators' Personal Styles

Negotiators' Personal Styles And Ac Model

Personal Styles Vs. Negotiation Modes

Application Of Personality Checks

Simulation： Global Corporation Vs. Hi-Tech Corporation

Case Study： Shopping In Manhattan

Chapter 10 Game Theory And Negotiation Application

Game Theory, Its Assumptions And Rules

Consequences And The Matrix Display

The Prisoner's Dilemma

Direct Determinants Of The Coordination Goal

Simulation： China And Japan In Iron Ore Negotiation

Case Study： Making A Decision Under Uncertainty

Chapter 11 Distributive Negotiation And Price Negotiation

Distributive Negotiations

Price Negotiation And Negotiation Zone

Simulation： Sales For A Second-Hand Car

Case Study： An Example Of The Use Of Cost Analysis

Chapter 12 Complex Negotiations

Complex Negotiations And Their Properties

Involvement Of Third Parties

Coalition, Multi-Party Negotiation

Simulation： Green Bank

Case Study： Iacocca Rescuing Chrysler

Chapter 13 Culture Patterns Vs. Negotiation Patterns

Definition Of Culture

Culture Patterns

Hofstede Cultural Value Study

Simulation ： Cultural Conflicts In The Negotiation Of The World Bank Rural Water Supply Project

Case Study： Southern Candle's Tour To France

《21世纪国际经济与贸易系列教材·国际商务谈判：理论、案例分析与实践（英文版·第3版）》分为三大部分。
理论部分：融合了国内外经典的谈判理论，从谈判动因、谈判结构、谈判组内部利益、谈判力、谈判双方的信任、谈判者心理、国际谈判文化模式、博弈论在谈判中的应用、谈判类型等方面，运用模型和实例对影响谈判全过程的主要因素进行了比较全面的分析。
案例部分：结合理论部分的讲解，提供了相应的案例分析，所提供的案例大多是世界著名谈判案例和研究成果，具有典型性和普遍指导意义。有些案例是作者在对著名国际商务谈判长时间的追踪调查的基础上编写的。
模拟谈判：模拟谈判的素材取自真实事例，为了适应课堂练习的需要，对之做了必要的加工。学习者在谈判结束后可以比较实际谈判的结果和自己谈判的结果，以收到更好的效果。此外，每章结束后都有结合该章内容设计的思考题和讨论题。