Chapter 1  Negotiation Motives and Key Terminology

  (谈判动机与关键概念)

  Negotiations(谈判)

  Conflicts(冲突)

  Stakes(利益得失)

  Case Study：Chrysler Missed the Best Opportunity Entering China

  Automobile Market

  (案例研究：克莱斯勒公司错失进入中国汽车市场良机)

Chapter 2  Negotiation Procedure and Structure(谈判程序与结构)

  Negotiation Procedure(谈判程序)

  General Structure of Negotiations(谈判的一般结构)

  Structure of Business Negotiations(贸易谈判结构)

  Simulation：An Economic Recession

  (模拟谈判：一次经济衰退)

  Case Study I：The Principle of Complementary Concession

  (案例研究Ⅰ：对等性让步原则)

  Case Study II：Sino-US Negotiations on Intellectual Property Right Protection

  (案例研究Ⅱ：中美知识产权谈判)

Chapter 3 Negotiation Lubrication(谈判润滑剂)

  Target Decision(设定谈判目标)

  Collecting Information(信息调研)

  Staffing Negotiation Teams(配备谈判组成员)

  Choice of Negotiation Venues(谈判地点的确定)

  Simulation：Silk Selling(模拟谈判：丝绸销售)

  Case Study：Cases Showing Importance of Pre-negotiation Preparation

  (案例研究：谈判前准备工作的重要性)

Chapter 4 Win-win Concept(双赢原则)

  Traditional Concept(传统理念)

  Introduction of Win-win Concept--a Revolution in Negotiation Field

  (赢一赢理念的引入——谈判界的一场革命)

  How Can Both Sides win(怎样实现双赢)

  Simulation：Financial Leasing Negotiation

  (模拟谈判：融资租赁谈判)

  Case Study：Argument between the Developing Countries and

  Developed Countries

  (案例研究：发展中国家与发达国家的争论)

Chapter 5 Collaborative Principled Negotiation(合作原则谈判法)

  Collaborative Principled Negotiation and Its Four Components

  (合作原则谈判法及其四个组成部分)

  Separate the People from the Problem(对事不对人)

  Focus on Interests But Not Positions(着眼于利益而非立场)

  Invent Options for Mutual Gain(创造双赢方案)

  Introduce Objective Criteria(引入客观评判标准)

  Simulation：Hotel Selling(模拟谈判：旅馆销售)

  Case Study：Company Policy(案例研究：公司政策)

Chapter 6 Law of Interest Distribution(利益分配法则)

  Needs Theory(需求理论)

  Application of the Needs Theory in Negotiation

  (需求理论在谈判中的应用)

  Three Levels of Interests at the Domestic Level

  (国内谈判的三层利益)

  Law of Two-Level Game(双层游戏规则)

  Simulation：A Dam on the River(模拟谈判：河上建坝纠纷)

  Case Study：US-Japan Negotiations on Semiconductors

  (案例研究：美日半导体谈判)

Chapter 7 Negotiating Power and Related Factors(谈判力及相关因素)

  Negotiating Power and Sources of Negotiating Power

  (谈判力及谈判力的来源)

  Factors Causing the Changes of Negotiating Power

  (影响谈判力变化的因素)

  Application of Power Tactics(谈判力策略的应用)

  Estimating Negotiating Power(测量谈判力)

  Simulation：Negotiation on Oil Contract

  (模拟谈判：石油合同谈判)

  Case Study：Law—a Source of Negotiating Power

  (案例研究：法律——谈判力的一个来源)

Chapter 8 Law of Trust(信任法则)

  Trust and Its Interpretation

  (信任及其解释)

  How to Decide a Person Trusts or Is Trusted?

  (怎样决定一个人信任他人或者被别人信任)

  Determinants Affecting a Person's Trustful or Mistrustful Behavior

  (影响一个人信任或不信任行为倾向的决定因素)

  Effects of Trust(信任的效应)

  Suggestions of Enhancing Mutual Trust

  (如何增进相互信任)

  Simulation：Market Research for a New Product

  (模拟谈判：新产品的市场调研)

  Case Study：Dilemma of the Management

  (案例研究：经理层的尴尬)

Chapter 9 Personal Styles vs．Negotiation Modes

  (谈判者性格类型与谈判模式)

  Negotiators' Personal Styles(谈判者的性格类型)

  Negotiators' Personal Styles and AC Model

  (个人性格类型与AC模型)

  Personal Styles vs．Negotiation Modes

  (性格类型与谈判模式)

  Application of Personality Checks

  (性格测试在谈判中的应用)

  Simulation：Global Corporation VS．Hi—tech Corporation

  (模拟谈判：全球公司与高科技公司)

  Case Study：Shopping in Manhattan

  (案例研究：在纽约曼哈顿购物)

Chapter 10  Game Theory and Negotiation Application

  (博弈论及其在谈判中的应用)

  Game Theory，Its Assumptions and Rules

  (博弈论及其基本假设和规则)

  Consequences and the Matrix Display

  (结果和矩阵排列)

  The Prisoner's Dilemma(囚徒困境)

  Direct Determinants of the Coordination Goal

  (合作目标的直接决定因素)

  Simulation：China and Japan in Iron 0re Negotiation

  (模拟谈判：中国与日本铁矿石谈判中的博弈)

  Case Study：Making a Decision under Uncertainty

  (案例研究：不确定条件下的决策)

Chapter 11 Distributive Negotiation and Price Negotiation

  (两分法谈判与价格谈判)

  Distributive Negotiations(两分法谈判)

  Price Negotiation and Negotiation Zone

  (价格谈判和谈判区间)

  Simulation：Sales for a Second-hand Car

  (模拟谈判：二手车销售)

  Case