刘白玉、王美玲、张艳玲主编的《国际商务谈判》全书共分八章，分别从国际商务谈判基本理论、谈判人员的素质、谈判环节、谈判策略和技巧、谈判类型、语言与非语言沟通技巧、谈判礼仪和跨文化谈判等方面进行了详述。本书除了系统性、完整性、语言规范性、内容前沿性外，还有两大亮点：一是采用案例式教学，将谈判理论、方法、技巧等融于经典案例中；二是育人，学生学完本书后不仅学习了如何做事，也学习了如何做人。
本教材既适用于商务英语专业、国际贸易专业、国际商务专业的专业教学，又适用于全校选修，同时也适用于在职MBA和企业培训。
刘白玉、王美玲、张艳玲主编的《国际商务谈判》共分八章，采用案例式编写方式，将谈判理论、方法和技巧融于经典案例中。《国际商务谈判》内容包括国际商务谈判基本理论、谈判人员素质、谈判环节、谈判策略和技巧、谈判类型、语言与非语言沟通技巧、谈判礼仪和跨文化谈判等，具有系统性、完整性、语言规范性和内容的前沿性。
Chapter 1 Basic Theories for International Business Negotiation
Section A ABB and Ford: Creating Value Through Cooperation in Negotiation
Section B Win-Win Negotiation
Background Information
Words and Expressions
Exercises
Chapter 2 Staffing Negotiation Teams
Section A China's Win in the Negotiation with VW
Section B What Determines the Success in Negotiation--A Case Study of Multiparty Negotiation
Background Information
Words and Expressions
Exercises
Chapter 3 Phases of International Business Negotiation
Section A A Typical Negotiation on Sale with Chinese
Section B Political Problems in Global Negotiations
Background Information
Words and Expressions
Exercises
Chapter 4 Negotiation Strategies and Tactics
Section A Wisdom in Mind Is Better than Money in the Hand
Section B Negotiation Strategy or Just Tactics
Background Information
Words and Expressions
Exercises
Chapter 5 Types of International Business Negotiation
Section A Long Live Price Negotiations
Section B Enron's Indian Joint Venture Negotiation Debacle--A Case Study
Background Information
Words and Expressions
Exercises
Chapter 6 Verbal and Nonverbal Communication Skills
Section A Actions Speak Louder than Words
Section B Smart Car Seller
Background Information
Words and Expressions
Exercises
Chapter 7 International Business Negotiation Etiquette
Section A The Secret Weapon to Change Disadvantages into Advantages..
Section B Negotiation Credibility Etiquette
Background Information
Words and Expressions
Exercises
Chapter 8 Cross-Cultural Business Negotiation
Section A Forewarned Is Forearmed
Section B Building Trust Before Heading to the Table with Japanese
Background Information
Words and Expressions
Exercises
Key to Exercises
References
