Chapter 1 Negotiation Motives and Key Terminology
1.1 Introduction
1.2 Negotiation Interpretation and Key Terminology
1.3 Business Negotiations and International Business Negotiations
Chapter 2 Negotiation Procedure and Structure
2.1 Negotiation Procedure
2.2 General Structure of Negotiations
2.3 Structure of Business Negotiations
Chapter 3 Negotiation Lubrication
3.1 Knowledge Base of Negotiators
3.2 Target Decision
3.3 Collecting Information
3.4 Staffing Negotiation Teams
3.5 Choice of Negotiation Venues
3.6 Formulation of Negotiation Plan
Chapter 4 Win-win Concept
4.1 Traditional Concept
4.2 Introduction of Win-win Concept: A Revolution in Negotiation Field
4.3 How Can Both Sides Win
Chapter 5 Collaborative Principled Negotiation
5.1 Collaborative Principled Negotiation and Its Four Components
5.2 Separate the People from the Problem
5.3 Focus on Interests But Not Positions
5.4 Invent Options for Mutual Gain
5.5 Introduce Objective Criteria
Chapter 6 Law of Interest Distribution
6.1 Needs Theory
6.2 Application of the Needs Theory in Negotiation
6.3 Three Levels of Interests at the Domestic Level
6.4 Law of Two-level Games
Chapter 7 Negotiating Power and Related Factors
7.1 Negotiating Power and Sources of Negotiating Power
7.2 Factors Causing the Changes of Negotiating Power
7.3 Application of Power Tactics
7.4 Estimating Negotiating Power
Chapter 8 Law of Trust
8.1 Trust and Its Interpretation
8.2 Determinants Affecting the Trust Level
8.3 Determinants Affecting a Person's Trustful or Mistrustful Behavior
8.4 Effects of Trust
8.5 Suggestions of Enhancing Mutual Trust
Chapter 9 Personal Styles vs. Negotiation Modes
9.1 Negotiators' Personal Styles
9.2 Negotiators' Personal Styles and AC Model
9.3 Negotiators' Personal Styles vs. Negotiation Modes
9.4 Application of Personality Tests
Chapter 10 Game Theory and Negotiation Application
10.1 Game Theory, Its Assumptions and Rules
10.2 Consequences and the Matrix Display
10.3 The Prisoner's Dilemma