Part 1 Business Theory
Chapter 1 Introduction of Business Negotiation
1.1 Basic Concept and Features of Business Negotiation
1.1.1 Concept of Business Negotiation
1.1.2 Features of Business Negotiation
1.2 Classifications and Functions of Business Negotiations
1.2.1 Classifications of Business Negotiations
1.2.2 The Functions of Business Negotiations
1.3 Principles and Evaluation Criterions for Business Negotiation
1.3.1 Principles of Business Negotiation
1.3.2 Evaluation Criterions for Business Negotiation
1.4 Summary
Chapter 2 Related Theory
2.1 Adaptation Theory
2.2 Different Styles in Business Negotiation 3|
2.2.1 Cultural Differences in Customs and Behaviors
2.2.2 Negotiation Styles of Different Countries and Regions
2.3 Summary
Part 2 Negotiation Process
Chapter 3 Preparation for Business Negotiation
3.1 Pilot Case
3.2 Basic Points and Processes
3.2.1 Organization and Management of the Business Negotiation Team
3.2.2 The Collection of Relevant Information
3.2.3 Developing a Negotiation Plan
3.3 Matters Needing Attention
3.3.1 Taboos in the Negotiation Investigation
3.3.2 Taboos in the Negotiation Target
3.3.3 Taboos in the Negotiating Team
3.4 Opening Case Analysis
3.4.1 Collection of Environmental Factors Related to Negotiation
3.4.2 Information about Negotiating Opponents
3.4.3 The Situation of Competitors
3.4.4 Your Own Situation
3.5 Summary
Chapter 4 Opening of Business Negotiation
4.1 Pilot Case between Adamson and George Eastman
4.2 Basic Points and Processes
4.2.1 The Creation of the Opening Atmosphere
4.2.2 Determining the Role in the Negotiations
4.2.3 Open a Preparatory Meeting
4.3 Related Principles and Precautions
4.3.1 Relevant Principles
4.3.2 Precautions
4.4 Opening Case Analysis
4.4.1 The Creation of the Opening Atmosphere
4.4.2 Determine the Role Definition in the Negotiation
4.4.3 Use of a Consistent Start-up Strategy
4.5 Summary
Chapter 5 Business Negotiation and Consultation
