Chapter 1  An Introduction to Negotiations（谈判概述）/1

  1.1  Negotiation: Definitions, Foundations and Key Factors（谈判：定义、基础和主要要素）/1

    1.1.1  Definitions（谈判的定义）/2

    1.1.2  Foundations of Negotiation（谈判的基础）/4

    1.1.3  Key factors in a negotiation（谈判的主要要素）/6

  1.2  Classifications of Negotiations（谈判的分类）/9

    1.2.1  Different Subjects（不同的谈判主题）/9

    1.2.2  Number of Parties（谈判方数量不同）/10

    1.2.3  Number of Participants（参与者人数不同）/10

    1.2.4  Differences in Principles （原则不同）/10

    1.2.5  Formality（谈判正式性不同）/11

  1.3  Business Negotiation（商务谈判）/11

    1.3.1  What is business negotiation?（什么是商务谈判）/12

    1.3.2  Characteristics of business negotiations（商务谈判的特点）/12

    1.3.3  Principles of Business Negotiations（商务谈判的原则）/13

  Summary/19

  Key terms/19

Chapter 2  Preparations for Business Negotiations（商务谈判的准备）/22

  2.1  Researching on Negotiation Background（谈判背景调查）/22

    2.1.1  What is Background Information?（什么是背景信息？）/23

    2.1.2  Ways of Information Collection（搜集信息的方式）/24

    2.1.3  Principles in Information Collection（信息收集的原则）/26

  2.2  Finding the Right People to Make a Negotiation Team（寻找组建谈判团队的合适成员）/27

    2.2.1  Different Roles in a Negotiation Team（谈判团队中的不同角色）/28

    2.2.2  Choosing the Right People to Fill Each Role（选择合适的人员来填补每个角色）/31

  2.3  Negotiation Planning（谈判计划）/32

    2.3.1  Setting the goals that you want to achieve（确定要实现的目标）/32

    2.3.2  Defining the Issues（定义问题）/34

    2.3.3  Determine your walkaway point（确定谈判底线）/35

    2.3.4  Know yourself and your negotiating partner（解你自己和你的谈判伙伴）/38

    2.3.5  Developing the Negotiation Strategies（制定谈判策略）/40

    2.3.6  Working out the Negotiation Plan（制定谈判计划）/48

  2.4  Simulated Negotiation（模拟谈判）/53

    2.4.1  Why is Simulated Negotiation Needed?（为什么需要模拟谈判？）/53

    2.4.2  Procedures of Simulated Negotiation（模拟谈判的程序）/54

    2.4.3  Types of Simulated Negotiation（模拟谈判的类型）/54

  Summary/55

  Key terms/56

Chapter 3  Opening the Negotiation（谈判的开局阶段）/57

  3.1  Objectives of the Opening Stage（谈判开局阶段的目标）/58

    3.1.1  Designing the Opening（设计开局）/59

    3.1.2  Expressing in the Opening（开场陈述）/63

    3.1.3  Realizing the Opening（正式开局）/65

  3.2  Creating the Atmosphere in the Negotiation（营造谈判气氛）/66

    3.2.1  High-spirit Atmosphere（高调气氛）/67

    3.2.2  Low-spirit Atmosphere（低调气氛）/67

    3.2.3  Natural Atmosphere（自然气氛）/67

  Summary/68

  Key terms/69

Chapter 4  Bargaining in Business Negotiations（商务谈判的磋商阶段）/71

  4.1  Quoting Prices（发盘）/72

    4.1.1  Definition of Quotation（发盘的定义）/72

    4.1.2  Principles in Quoting Prices（发盘的原则）/74

    4.1.3  Should I be the first to quote?（我应该率先报价吗？）/75

  4.2  Counter-Quotation（还盘）/77

  4.3  Concession making in different situations（不同情况下的让步）/80

    4.3.1  Concession making in tacit coordination and relationship situations（在默契配合关系下做出让步）/81

    4.3.2  Concession making in transactions: distributive bargaining and integrative bargaining（交易中的让步：分配式谈判和整合式谈判）/83

    4.3.3  Concession making in balanced concerns（在平衡的基础上做出让步）/91

  Summary/92

  Key terms/93

Chapter 5  Conclusion of the Business Negotiation（结束商务谈判）/95

  5.1  Concluding the Business Negotiation（结束商务谈判）/96

    5.1.1  Finding the Right Time to Conclude the Business Negotiation（结束商务谈判的正确时间）/96

    5.1.2  Points to Consider When Concluding the Business Negotiation（结束商务谈判时需要考虑的因素）/101

    5.1.3  Possible Results of the Business Negotiation（商务谈判的结果）/102

  5.2  Entering into a Business Contract（签订合同）/104

    5.2.1  What Is a Business Contract?（什么是商务合同）/104

    5.2.2  Structure of a Business Contract（商务合同的结构）/105

    5.2.3  Major Clauses in a Business Contract（商务合同的主要条款）/108

  Summary/113

  Key terms/114

Chapter 6  Psychology in Business Negotiations（商务谈判中的心理学）/116

  6.1  Negotiations are not always rational（谈判并非都是理性的）/118

    6.1.1  Cognitive Bias（认知偏差）/118

    6.1.2  Motivational Bias（激励偏差）/125

  6.2  Confronting Psychological Biases（应对心理偏差）/130

    6.2.1  Use "System 2" Thinking（采用“系统2”思维）/130

    6.2.2  Learn Through the Use of A