Chapter 1 Introduction to Negotiations
Chapter 2 Negotiation Strategies
Case Study: Negotiation with Serbian Danika
Agricultural Product Company
Chapter 3 Core Skills in Practical Negotiations
Case Study: Negotiation with Spanish
Renosena Winery Company on the Issue of
Sole Distributorship
Chapter 4 Negotiations: Cross-cultural Communication
Case Study: Cooperative Negotiation Between
Beijing ZJ Art Co. and Italian LT Art Co.
Chapter 5 Key Negotiation Tactics
Case Study: Negotiation with Brazilian
Panorama Tourism Company
Chapter 6 Interest and Medium Issues in Business
Negotiations
Case Study: M&A Negotiation with French
Louis & Arbo Company
Chapter 7 Common Business Negotiation Resolution
Processes and Related Documentation
Case Study: Negotiation on China Yulan
International's Acquisition of Berly Britain
Chapter 8 Negotiation in Work Situations
Case Study: Negotiation on Biomedical
Technology Cooperation with School of Medicine, HV University
Chapter 9 Putting Everything Together—Tactics,
Preparation, Execution and Follow-up
Case Study: Negotiation on a Concert to be
Held at the Victoria Concert Hall in Geneva,Switzerland
