《商务谈判(双语版)》的编者罗立彬在编写此教材时，努力使其形成以下特点：第一，兼顾学生与教师的需要，在体例设计上，参照国外教材的体例，加入多种案例和专栏，充分考虑学生学习和教师教学的需要；第二，在商务谈判传统大纲要求的基础上，加入国际国内最新的研究成果，做到与时俱进；第三，理论与实践操作并重，既介绍商务谈判的理论与原则，也涵盖了谈判过程中涉及的心理、技巧等操作技能；第三，采用主体用英文，配以中文导读的形式，更加适合双语教学。

罗立彬主编的《商务谈判(双语版)》以商务谈判课程的基本框架为依托，系统介绍了商务谈判的理论与操作问题，分为四部分：一是商务谈判概述；二是商务谈判过程；三是商务谈判专题；四是国际商务谈判。

《商务谈判(双语版)》在体例设计上参照国外教材的体例，加入多种案例和专栏，充分考虑学生学习和教师教学的需要。同时在传统大纲要求的基础上，加入国际国内最新的研究成果，做到与时俱进，理论与实践操作并重，既介绍了商务谈判的理论与原则，又涵盖了谈判过程中涉及的心理、技巧等操作技能。

本教材既可作为大专院校国际贸易专业的本科教材，也可作为对商务谈判感兴趣的各界人士的参考用书。

Chapter 1 An Introduction to Negotiations（谈判概述）/1

 1.1 Negotiation: Definitions, Foundations and Key Factors（谈判：定义、基础和主要要素）/1

1.1.1 Definitions（谈判的定义）/2

1.1.2 Foundations of Negotiation（谈判的基础）/4

1.1.3 Key factors in a negotiation（谈判的主要要素）/6

 1.2 Classifications of Negotiations（谈判的分类）/9

1.2.1 Different Subjects（不同的谈判主题）/9

1.2.2 Number of Parties（谈判方数量不同）/10

1.2.3 Number of Participants（参与者人数不同）/10

1.2.4 Differences in Principles （原则不同）/10

1.2.5 Formality（谈判正式性不同）/11

 1.3 Business Negotiation（商务谈判）/11

1.3.1 What is business negotiation?（什么是商务谈判）/12

1.3.2 Characteristics of business negotiations（商务谈判的特点）/12

1.3.3 Principles of Business Negotiations（商务谈判的原则）/13

 Summary/19

 Key terms/19

Chapter 2 Preparations for Business Negotiations（商务谈判的准备）/22

 2.1 Researching on Negotiation Background（谈判背景调查）/22

2.1.1 What is Background Information?（什么是背景信息？）/23

2.1.2 Ways of Information Collection（搜集信息的方式）/24

2.1.3 Principles in Information Collection（信息收集的原则）/26

 2.2 Finding the Right People to Make a Negotiation Team（寻找组建谈判团队的合适成员）/27

2.2.1 Different Roles in a Negotiation Team（谈判团队中的不同角色）/28

2.2.2 Choosing the Right People to Fill Each Role（选择合适的人员来填补每个角色）/31

 2.3 Negotiation Planning（谈判计划）/32

2.3.1 Setting the goals that you want to achieve（确定要实现的目标）/32

2.3.2 Defining the Issues（定义问题）/34

2.3.3 Determine your walkaway point（确定谈判底线）/35

2.3.4 Know yourself and your negotiating partner（解你自己和你的谈判伙伴）/38

2.3.5 Developing the Negotiation Strategies（制定谈判策略）/40

2.3.6 Working out the Negotiation Plan（制定谈判计划）/48

 2.4 Simulated Negotiation（模拟谈判）/53

2.4.1 Why is Simulated Negotiation Needed?（为什么需要模拟谈判？）/53

2.4.2 Procedures of Simulated Negotiation（模拟谈判的程序）/54

2.4.3 Types of Simulated Negotiation（模拟谈判的类型）/54

 Summary/55

 Key terms/56

Chapter 3 Opening the Negotiation（谈判的开局阶段）/57

 3.1 Objectives of the Opening Stage（谈判开局阶段的目标）/58

3.1.1 Designing the Opening（设计开局）/59

3.1.2 Expressing in the Opening（开场陈述）/63

3.1.3 Realizing the Opening（正式开局）/65

 3.2 Creating the Atmosphere in the Negotiation（营造谈判气氛）/66

3.2.1 High-spirit Atmosphere（高调气氛）/67

3.2.2 Low-spirit Atmosphere（低调气氛）/67

3.2.3 Natural Atmosphere（自然气氛）/67

 Summary/68

 Key terms/69

Chapter 4 Bargaining in Business Negotiations（商务谈判的磋商阶段）/71

 4.1 Quoting Prices（发盘）/72

4.1.1 Definition of Quotation（发盘的定义）/72

4.1.2 Principles in Quoting Prices（发盘的原则）/74

4.1.3 Should I be the first to quote?（我应该率先报价吗？）/75

 4.2 Counter-Quotation（还盘）/77

 4.3 Concession making in different situations（不同情况下的让步）/80

4.3.1 Concession making in tacit coordination and relationship situations（在默契配合关系下做出让步）/81

4.3.2 Concession making in transactions: distributive bargaining and integrative bargaining（交易中的让步：分配式谈判和整合式谈判）/83

4.3.3 Concession making in balanced concerns（在平衡的基础上做出让步）/91

 Summary/92

 Key terms/93

Chapter 5 Conclusion of the Business Negotiation（结束商务谈判）/95

 5.1 Concluding the Business Negotiation（结束商务谈判）/96

5.1.1 Finding the Right Time to Conclude the Business Negotiation（结束商务谈判的正确时间）/96

5.1.2 Points to Consider When Concluding the Business Negotiation（结束商务谈判时需要考虑的因素）/101

5.1.3 Possible Results of the Business Negotiation（商务谈判的结果）/102

 5.2 Entering into a Business Contract（签订合同）/104

5.2.1 What Is a Business Contract?（什么是商务合同）/104

5.2.2 Structure of a Business Contract（商务合同的结构）/105

5.2.3 Major Clauses in a Business Contract（商务合同的主要条款）/108

 Summary/113

 Key terms/114

Chapter 6 Psychology in Business Negotiations（商务谈判中的心理学）/116

 6.1 Negotiations are not always rational（谈判并非都是理性的）/118

6.1.1 Cognitive Bias（认知偏差）/118

6.1.2 Motivational Bias（激励偏差）/125

 6.2 Confronting Psychological Biases（应对心理偏差）/130

6.2.1 Use "System 2" Thinking（采用“系统2”思维）/130

6.2.2 Learn Through the Use of Analogies（通过类比使用进行学习）/132

6.2.3 Adopt the Outsider Lens（选择局外人的角度）/132

 6.3 Confronting the Psychological Biases of Others（应对他人的心理偏差）/133

6.3.1 Incorporate the Consequences of Their Biases in Your Strategy（在策略中结合对方偏差的后果）/133

6.3.2 Help Others be Less Biased（帮助别人减少偏见）/134

6.3.3 Calibrate Information Provided by Others（校准由他人提供的信息）/134

6.3.4 Use Contingency Contracts to Resolve Conflicts Stemming from Biases（使用应急合同来解决源自于偏差的冲突）/135

 Summary/135

 Key terms/136

Chapter 7 Negotiation Power, Persuasion and Ethics（谈判力、说服策略与谈判论理）/138

 7.1 Sources of Negotiation Power（谈判力的来源）/141

7.1.1 Informational Power（信息性谈判力）/141

7.1.2 Legitimate Power（法定谈判力）/141

7.1.3 Relationship-based Power（以关系为基础的谈判力）/143

7.1.4 Time Power（以时间为基础的谈判力）/143

7.1.5 Contextual Power（背景性谈判力）/144

7.1.6 Free Sources of Power（免费的谈判力来源）/145

 7.2 How to Persuade Your Counterparty for Your Favor?（如何说服对方）/146

7.2.1 Central Route Tactics（中央路径的策略）/147

7.2.2 Peripheral Route Tactics（外围路径策略）/148

 7.3 Negotiation Ethics（谈判伦理）/152

7.3.1 Schools of Attitudes toward Lying（关于说谎的态度）/152

7.3.2 How to determine whether your behavior is ethical or not?（如何确定你的行为是否符合伦理？）/156

7.3.3 Dealing with Unethical Negotiators（应对不符合伦理的谈判者）/157

 Summary/162

 Key terms/163

Chapter 8 Communications in Negotiation（谈判沟通）/165

 8.1 Essentials of Communications in Business negotiations（商务谈判中的沟通实质）/166

8.1.1 Concept of Communications in Business Negotiations（商务谈判中沟通概念）/166

8.1.2 Four key elements of a communication（沟通的四个关键要素）/167

8.1.2 Characteristics of Communications in Business Negotiations（商务谈判中的沟通特点）/170

 8.2 Effective Communications in a Business Negotiation（商务谈判中的有效沟通）/171

8.2.1 Advantages and characteristics of effective communication（有效沟通的优势及特点）/171

8.2.2 Communication barriers（沟通障碍）/172

8.2.3 Overcoming Communication Barriers in a Negotiation（克服谈判中的沟通障碍）/174

 8.3 Effective Listening during Business Negotiations （商务谈判过程中的有效倾听）/179

8.3.1 What can effective listening do for you?（有效倾听能为你做什么？）/179

8.3.2 Barriers to Effective Listening（有效倾听的障碍）/181

8.3.3 Characteristics of Good and Effective Listener（好的、有效的倾听者的特点）/183

 8.4 Raising Questions during Business Negotiations（在商务谈判的过程中提出问题）/184

8.4.1 Why do we raise questions during business negotiations?（为什么要在商务谈判的过程中提出问题？）/184

8.4.2 Skills of raising question（提问题的技巧）/185

 8.5 Some useful speaking skills（一些有用的演讲技巧）/187

 Summary/188

 Key terms/188

 References/221

Chapter 9 Culture Dimensions and Negotiation Styles in Different Countries（不同国家的文化维度和谈判风格）/192

 9.1 Culture: Definitions and Dimensions（文化：定义和维度）/193

9.1.1 Behaviors and Institutions（行为方式和制度）/194

9.1.2 Some important cultural traits for negotiations（对谈判而言非常重要的一些文化特性）/195

9.1.3 Negotiation Styles in Different Countries（不同国家的谈判风格）/204

 9.2 Strategies for Intercultural Negotiations（跨文化谈判策略）/208

9.2.1 Adhering（坚持）/210

9.2.2 Avoiding-Contending（回避——斗争）/212

9.2.3 Adapting（适应）/215

9.2.4 Adopting（采用）/216

9.2.5 Advancing（前进）/217

 Summary/218

 Key terms/219

 References/221