Chapter 1 Fundamentals of Inlernalional 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
