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本書把國際商務談判的理論與實踐進行了有機結合，教材簡明易懂，內容新，案例豐富，且有比較強的實用性，可作為高等院校商務英語專業的商務談判課程的教材，同時也可作為高等院校的外貿，酒店管理，國際企業管理，國際經濟與貿易等專業的專業英文教材，同時也可以為進出品貿易公司的工作人員國際營銷人員的培訓教材。通過本教材的學習，能夠瞭解掌握商務英語談判的原則和技巧，能夠完成商務談判任務。
目次
Chapter 1 Fundamentals of International Business Negotiation
1．Overview of Negotiation
1．1 What is Negotiation
1．2 The Importance of Business Negotiation
1．3 Characteristics of International Business Negotiation
2．The Four Phases of Business Negotiation
3．The Main Content of Business Negotiation
4．The Principles of Business Negotiation
4．1 Win-Win Concept
4．2 Collaborative Principled Negotiation
4．3 Law of Trust in Negotiation
4．4 Law of Two Level Games
Case Study Negotiating with Wal-Mart Buyers
Exercises
Chapter 2 Choosing the Negotiation Team
1．The Basic Qualities of Business Negotiators
2．The Role of Chief Negotiator
2．1 The Chief Negotiator
2．2 Organizational Qualities of the Chief Negotiator
3．Team Solidarity
3．1 Advantages of Team Negotiation
3．2 Organizational Structure for Negotiators
3．3 How Big Should the Team Be
3．4 The Importance of Team Solidarity
4．Selecting the Member of Negotiation Team
5．How to Assemble Successful Negotiating Team
Case Study Bargaining Price with the Chinese
Exercises
Chapter 3 Preparations for Business Negotiation
1．Establish the Goals for Negotiation
1．1 Principles of Setting Goals
1．2 BATNA
2．Establish Business Relations
2．1 The Necessary Elements in a Correspondence for Establishing Business Relations
2．2 Examples of Correspondence for Establishing Business Relations
3．Explore Ways to Get Information Concerned
4．Gain the Skill of Making a Feasible Negotiation Plan
4．1 Gist of a Negotiation Plan
4．2 Major Contents of a Negotiation Plan
4．3 Examples of Negotiation Plan
Case Study Contract Renegotiation with the Chilean Government
Exercises
Chapter 4 Strategies and Tactics of Business Negotiation
1．Strategies and Tactics
2．The Preparations for Business Negotiation
2．1 Defining the Aims for Negotiation
2．2 Getting Necessary Information
……
Chapter 5 Content of Business Negotiation （I）
Chapter 6 Content of Business Negotiation （II）
Chapter 7 Content of Business Negotiation （III）
Chapter 8 Intercultural Negotiation
Chapter 9 Etiquettes in International Business Negotiation
參考答案
參考文獻
1．Overview of Negotiation
1．1 What is Negotiation
1．2 The Importance of Business Negotiation
1．3 Characteristics of International Business Negotiation
2．The Four Phases of Business Negotiation
3．The Main Content of Business Negotiation
4．The Principles of Business Negotiation
4．1 Win-Win Concept
4．2 Collaborative Principled Negotiation
4．3 Law of Trust in Negotiation
4．4 Law of Two Level Games
Case Study Negotiating with Wal-Mart Buyers
Exercises
Chapter 2 Choosing the Negotiation Team
1．The Basic Qualities of Business Negotiators
2．The Role of Chief Negotiator
2．1 The Chief Negotiator
2．2 Organizational Qualities of the Chief Negotiator
3．Team Solidarity
3．1 Advantages of Team Negotiation
3．2 Organizational Structure for Negotiators
3．3 How Big Should the Team Be
3．4 The Importance of Team Solidarity
4．Selecting the Member of Negotiation Team
5．How to Assemble Successful Negotiating Team
Case Study Bargaining Price with the Chinese
Exercises
Chapter 3 Preparations for Business Negotiation
1．Establish the Goals for Negotiation
1．1 Principles of Setting Goals
1．2 BATNA
2．Establish Business Relations
2．1 The Necessary Elements in a Correspondence for Establishing Business Relations
2．2 Examples of Correspondence for Establishing Business Relations
3．Explore Ways to Get Information Concerned
4．Gain the Skill of Making a Feasible Negotiation Plan
4．1 Gist of a Negotiation Plan
4．2 Major Contents of a Negotiation Plan
4．3 Examples of Negotiation Plan
Case Study Contract Renegotiation with the Chilean Government
Exercises
Chapter 4 Strategies and Tactics of Business Negotiation
1．Strategies and Tactics
2．The Preparations for Business Negotiation
2．1 Defining the Aims for Negotiation
2．2 Getting Necessary Information
……
Chapter 5 Content of Business Negotiation （I）
Chapter 6 Content of Business Negotiation （II）
Chapter 7 Content of Business Negotiation （III）
Chapter 8 Intercultural Negotiation
Chapter 9 Etiquettes in International Business Negotiation
參考答案
參考文獻
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