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Chapter One An Overview of International Business Negotiations 1

Section 1 Outline of the Book 1

Section 2 Definition of International Business Negotiations 2

Section 3 Theories of International Business Negotiations 5

Section 4 Features of International Business Negotiations 7

Section 5 Objectives of International Business Negotiations 9

Section 6 Categories of International Business Negotiations 11

Section 7 PRAM Model for International Business Negotiations 15

Section 8 Principles of International Business Negotiations 17

Section 9 A Case of International Business Negotiations：How Giving Face Can Brew Success 18

Knowledge added：Top Ten Practical Tips for International Business Negotiations 25

Chapter Two Process of International Business Negotiations 31

Section 1 A Framework of International Business Negotiations 31

Section 2 Preparation for International Business Negotiations 36

Section 3 Opening of International Business Negotiations 39

Section 4 Formal Information Exchange of International Business Negotiations 40

Section 5 Concession and Agreement of International Business Negotiations 44

Section 6 Agreement Execution of International Business Negotiations 49

Section 7 Simulation of International Business Negotiations 50

Section 8 Case Study：A Successful International Business Negotiation 50

Knowledge added：Business Negotiation—NO TRICKS 52

Chapter Three Basic Links of International Business Negotiations 57

Section 1 Introduction 57

Section 2 Inquiries 58

Section 3 Offers 61

Section 4 Counter-offers 63

Section 5 Acceptance 65

Section 6 Conclusion of a Business Contract 66

Section 7 Case Study：Shopping Tote Bag Negotiations 71

Chapter Four Basic Qualities of International Business Negotiators 78

Section 1 Requirements for Qualified International Business Negotiators 78

Section 2 Responsibilities of International Business Negotiators 83

Section 3 Teamwork for the Negotiating Team 86

Section 4 Simulation of International Business Negotiations 88

Section 5 Case Study：Chinese Negotiation Training on Sales Price 88

Knowledge added Part Ⅰ：Ten Personality Traits of Top Negotiators 91

Knowledge added Part Ⅱ：Long Yongtu（龙永图）：China's Chief Negotiator 93

Chapter Five Management of International Business Negotiations 99

Section 1 Brief Introduction to Management 99

Section 2 Management of Negotiators in International Business Negotiations 103

Section 3 Management of Teamwork in International Business Negotiations 107

Section 4 Management of Agenda and Communication Forms in International Business Negotiations 109

Section 5 Management of Time and Place in International Business Negotiations 111

Section 6 Management of Atmosphere in International Business Negotiations 113

Section 7 Management of Risks in International Business Negotiations 114

Section 8 Simulation of International Business Negotiations 118

Section 9 Case Study：The Conclusion of the Price of the Chairs for Airport 119

Chapter Six Strategies and Skills of International Business Negotiations 125

Section l An Overview and Comparison of Negotiation Strategies and Skills 125

Section 2 International Business Negotiation Strategies 126

Section 3 International Business Negotiation Skills 129

Chapter Seven Etiquette in International Business Negotiations 148

Section 1 Brief Introduction to the Importance of Etiquette 148

Section 2 Basic Etiquette of People's Daily Performances 149

Section 3 Etiquette in Formal International Business Negotiations 150

Section 4 Etiquette in Contract Signing Ceremony 154

Section 5 Manners in Attending International Business Negotiations 156

Knowledge added：Ten Tips on French Business Etiquette 157

Chapter Eight Intercultural Issues and Styles of International Business Negotiations 162

Section 1 Factors Influencing International Business Negotiations 162

Section 2 Foundation and Types of Culture in International Business Negotiations 166

Section 3 Cultural Differences in International Business Negotiations 170

Section 4 Personal Styles of International Business Negotiations 176

Section 5 Team Styles of International Business Negotiations 179

Section 6 Cultural Styles of International Business Negotiations 181

Section 7 Simulation of International Business Negotiations 190

Knowledge added：Culture Differences in the Preferred Flow of Business Negotiations 190

Chapter Nine International Business Price Negotiations 195

Section 1 Formation of the Price in International Business Negotiations 195

Section 2 Features of International Business Price Negotiations 200

Section 3 Targets of International Business Price Negotiations 202

Section 4 Essentials of International Business Price Negotiations 204

Section 5 Skills of International Business Price Negotiations 207

Section 6 Cases of International Business Price Negotiations 211

Chapter Ten International Business Contract Negotiations 220

Section 1 Formation of a Contract in International Business Negotiations 220

Section 2 Features of International Business Contract Negotiations 227

Section 3 Objectives of International Business Contract Negotiations 230

Section 4 Principles of International Business Contract Negotiations 231

Section 5 Strategies and Skills of International Business Contract Negotiations 233

Section 6 A Case Study of International Business Contract Negotiations 237

Chapter Eleven Language Skills and Non-business Communication in International Business Negotiations 243

Section 1 Features of Language Skills of International Business Negotiations 243

Section 2 Language Skills of International Business Negotiations 245

Section 3 Importance of Non-business Communication in International Business Negotiations 250

Section 4 Non-business Communication in the Phase of Greeting Customers in International Business Negotiations 251

Section 5 Non-business Communication in the Phase of Formal Negotiations in International Business Negotiations 251

Section 6 Non-business Communication at Other Activities in International Business Negotiations 252

Section 7 Non-business Communication in the Phase of Seeing off Customers in International Business Negotiations 258

Appendix Ⅰ：The First Simulation of International Business Negotiations 261

Appendix Ⅱ：The Second Simulation of International Business Negotiations 269