本书由十二章组成，涉及国际商务谈判的各个环节和相关知识，如谈判的准备与开局、磋商策略、僵局化解、签约须知、语言技巧、心理素质、不同国家和地区谈判者的谈判风格和相关礼仪，等等。

本书的对象主要为中国高校生、进修生、来华留学生和从事涉外商务工作的相关人士，所用英文力求浅显通俗，层次结构力求清晰完整。学习时还可结合多媒体方式、现实案例讨论和模拟谈判等形式，学活用活，触类旁通。

本书由12章组成，涉及国际商务谈判的各个环节和相关知识，如谈判的准备与开局、磋商策略、僵局化解、签约须知、语言技巧、心理素质、不同国家和地区谈判者的谈判风格和相关礼仪，等等。本书紧扣“国际”二字，围绕“应用”这个主题，将一个个生动的国际商谈案例串联于全书始终——每章先以开篇案例引出主题，接着在主要节目中穿插相关案例佐以分析，最后以结尾案例强化主题、归纳要点，提出问题与思考。全书用这种有节奏地将读者引入各种国际商务谈判情景的方式，以期达到持续激发读者学习兴趣、强化对谈判策略的理解和相关技巧掌握的目的。

鉴于本书的对象主要为中国高校生、进修生、来华留学生和从事涉外商务工作的相关人士，所用英文力求浅显通俗，层次结构力求清晰完整。课堂教学时还可结合多媒体方式、现实案例讨论和模拟谈判等形式，学活用活，触类旁通。

Chapter 1 An Overview of International Business Negotiation

1.1 Definition and Characteristics of International Business Negotiation

1.2 Forms of International Business Negotiation

1.3 The Basic Forms of International Business Negotiation

Chapter 2 Game Principles of International Business Negotiation

2.1 Equal and Voluntary Participation

2.2 Credibility First

2.3 Mutual Reciprocity and Mutual Benefits

2.4 Maximizing Commonalities and Minimizing Differences

2.5 Speak on Good Grounds

2.6 Separate the People from the Problem

Chapter 3 Preparation for International Business Negotiation

3.1 Collecting Information

3.2 Forming the Negotiation Team

3.3 Planning for International Business Negotiation

3.4 Physical Preparations

3.5 Simulated Negotiations

Chapter 4 Opening of International Business Negotiation

4.1 Creating a Right Negotiation Atmosphere

4.2 Opening Steps

4.3 Opening Strategies

Chapter 5 Bargaining Process

5.1 Quotation

5.2 Bargaining

5.3 Making Compromise

Chapter 6 Negotiation Strategies and Tactics

6.1 An Overview of Negotiation Strategies

6.2 Developing Your Strategy

6.3 Strategic Considerations

6.4 Common Gambits and Tactics

6.5 Useful Negotiation Strategies

6.6 What Tactics Will I Use?

Chapter 7 Ways of Breaking an Impasse in Negotiation

7.1 Why Does Impasse Arise?

7.2 Conquer the Fear of Impasse

7.3 Avoid Provocation

7.4 Don't Make Things Worse

7.5 Other Means of Dispute Handling

Chapter 8 Language Skills in International Business Negotiation

8.1 Skills of Asking and Answering .

8.2 Language Skills of Statement and Refutation

8.3 Skills of Body Languages

Chapter 9 The Formation of Contracts

9.1 Identification and Means of Negotiation Closing

9.2 Conclusion and Guarantee of a Contract

9.3 Modification, Termination and Assignment of Contracts

9.4 Settlement of Disputes

9.5 Authentication and Notarization of a Contract

Chapter 10 Psychological Qualities and Creativity of the Negotiator

10.1 Psychological Qualities of the Effective Negotiator

10.2 Understanding Non-verbal Communication and Lies

10.3 Creativity and Problem-solving in Negotiation

Chapter 11 Etiquette in International Business Negotiation

11.1 Negotiators as Hosts

11.2 Negotiators as Guests

11.3 We All Have to Follow!

11.4 Etiquette and Taboos in Different Cultures

Chapter 12 International Business Negotiation Styles

12.1 Negotiation Styles in American Countries

12.2 The European Negotiation Styles

12.3 The Asian Negotiation Styles

12.4 The Middle-East Area Negotiation Styles

12.5 The African Negotiation Styles

References