Unit 1 Greeting and Introduction // 1
Unit 2 Preparation for Negotiation // 15
Unit 3 Starting a Negotiation // 30
Unit 4 Price Negotiation // 46
Unit 5 Shipping Negotiation // 63
Unit 6 Negotiation on Terms of Payment // 79
Unit 7 Negotiation on Packaging // 97
Unit 8 A Contract Negotiation // 113
Unit 9 Negotiation Deadlock // 130
Unit 10 Thirty-six Stratagems // 147
Unit 11 Cross-cultural Negotiation // 165
Unit 12 Closing a Negotiationt //183
Glossary Exercises //200
Key to Exercises // 219
Key to Glossary Exercises // 228
