Chapter One An Overview of International Business

　Negotiations

　Section 1 Outline of the Book

　Section 2 Definition of International Business Negotiations

　Section 3 Theories of International Business Negotiations

　Section 4 Features of International Business Negotiations

　Section 5 Objectives of International Business Negotiations

　Section 6 Categories of International Business Negotiations

　Section 7 PRAM Model for International Business Negotiations

　Section 8 Principles of International Business Negotiations

　Section 9 A Case of International Business Negotiations:

　How Giving Face Can Brew Success

　Knowledge added: Top Ten Practical Tips for International Business

　Negotiations

Chapter Two Process of International Business Negotiations

　Section 1 A Framework of International Business Negotiations

　Section 2 Preparation for International Business Negotiations

　Section 3 Opening of International Business Negotiations

　Section 4 Formal Information Exchange of International Business

　Negotiations

　Section 5 Concession and Agreement of International Business

　Negotiations

　Section 6 Agreement Execution of International Business

　Negotiations

　Section 7 Simulation of International Business Negotiations

　Section 8 Case Study: A Successful International Business

　Negotiation

　Knowledge added: Business Negotiation--NO TRICKS

Chapter Three Basic Links of International Business Negotiations

　Section 1 Introduction

　Section 2 Inquiries

　Section 3 Offers

　Section 4 Counter-offers

　Section 5 Acceptance

　Section 6 Conclusion of a Business Contract

　Section 7 Case Study: Shopping Tote Bag Negotiations

Chapter Four Basic Qualities of International Business

　Negotiators

　Section 1 Requirements for Qualified International Business

　Negotiators

　Section 2 Responsibilities of International Business Negotiators

　Section 3 Teamwork for the Negotiating Team

　Section 4 Simulation of International Business Negotiations

　Section 5 Case Study: Chinese Negotiation Training on Sales Price

　Knowledge added Part [ : Ten Personality Traits of Top Negotiators

　Knowledge added Part 1I : Long Yongtu ~ China's Chief

　Negotiator

Chapter Five Management of International Business

　Negotiations

　Section 1 Brief Introduction to Management

　Section 2 Management of Negotiators in International Business

　Negotiahons

　Section 3 Management of Teamwork in International Business

　Negotiations

　Section 4 Management of Agenda and Communication Forms in

　International Business Negotiations

　Section 5 Management of Time and Place in International Business

　Negotiations

　Section 6 Management of Atmosphere in International Business

　Negotiatxons

　Section 7 Management of Risks in International Business

　Negotiahons

　Section 8 Simulation of International Business Negotiations

　Section 9 Case Study: The Conclusion of the Price of the Chairs for

　Airport

Chapter Six Strategies and Skills of International Business

　Negotiations

　Section 1 An Overview and Comparison of Negotiation Strategies

　and Skills

　Section 2 International Business Negotiation Strategies

　Section 3 International Business Negotiation Skills

Chapter Seven Etiquette in International Business

　Negotiations

　Section 1 Brief Introduction to the Importance of Etiquette

　Section 2 Basic Etiquette of People's Daily Performances

　Section 3 Etiquette in Formal International Business Negotiations

　Section 4 Etiquette in Contract Signing Ceremony

　Section 5 Manners in Attending International Business Negotiations

　Knowledge added: Ten Tips on French Business Etiquette

Chapter Eight Intercultural Issues and Styles of International

　Business Negotiations

　Section 1 Factors Influencing International Business Negotiations

　Section 2 Foundation and Types of Culture in International Business

　Negotiations

　Section 3 Cultural Differences in International Business Negotiations ...

　Section 4 Personal Styles of International Business Negotiations

　Section 5 Team Styles of International Business Negotiations

　Section 6 Cultural Styles of International Business Negotiations

　Section 7 Simulation of International Business Negotiations

　Knowledge added: Culture Differences in the Preferred Flow of Business

　Negotiations

Chapter Nine International Business Price Negotiations

　Section 1 Formation of the Price in International Business

　Negotiations

　Section 2 Features of International Business Price Negotiations

　Section 3 Targets of International Business Price Negotiations

　Section 4 Essentials of International Business Price Negotiations

　Section 5 Skills of International Business Price Negotiations

　Section 6 Cases of International Business Price Negotiations

Chapter Ten International Business Contract Negotiations ...

　Section 1 Formation of a Contract in International Business

　Negotiations

　Section 2 Features of International Business Contract Negotiations ...

　Section 3 Objectives of International Business Contract Negotiations

　Section 4 Principles of International Business Contract Negotiations ...

　Section 5 Strategies and Skills of International Business Contract

　Negotiations

　Section 6 A Case Study of International Business Contract

　Negotiations

Chapter Eleven Language Skills and Non-business Communication

　in International Business Negotiations

　Section 1 Features of Language Skills of International Business

　Negotiations

　Section 2 Language Skills of International Business Negotiations

　Section 3 Importance of Non-business Communication in International

　Business Negotiations

　Section 4 Non-business Communication in the Phase of Greeting Customers

　in International Business Negotiations

　Section 5 Non-business Communication in the Phase of Formal Negotiations

　in International Business Negotiations

　Section 6 Non-business Communication at Other Activities in International

　Business Negotiations

　Section 7 Non-business Communication in the Phase of Seeing off Customers

　in International Business Negotiations

Appendix I: The First Simulation of International Business

　Negotiations

Appendix II: The Second Simulation of International Business

　Negotiations