谈判并不只是你说哪些话这么简单，因此本书更关注技巧。你可以根据各个实用的主题学习在各种真实的谈判场景下人们所使用的词汇和语句。

Amanda Crandell Ju、巨小卫等编著的《商务谈判说英语范例大全》中的50个主题对话也有助于你学习在真实的生活场景中如何进行交流。每一个主题都是相对独立的，因此你可以从中挑选对自己最有用的，循序渐进的学习。本书为你提供最为直截实用、朗朗上口的表达方式，你可以将这些新学到的语言以及谈判技巧直接运用到日常的工作和生活中。

Part 1 Five Key Steps in Principled Negotiation 谈判的五个关键步骤

1 Separate the people from the problem 将人和事区分开来

2 Focus on the interests behind the positions 关注立场背后的利益

3 Invent options for mutual gain 创造双赢的选择

4 Use independent standards 使用独立的标准

5 Consider best alternative if negotiation doesn’t reach agreement 无望达成协议时考虑最佳备选方案

Part 2 Four Negotiation Skills to Master 谈判的四个重要技巧

6 Don’t negotiate against yourself 别为难自己

7 Offering a choice 给对方提供选择

8 Never prove the other person wrong 不要试图证明别人的错误

9 Don’t give a concession away without receiving one in return没有回馈就不要做出让步

10 Establishing limits before you start your negotiation谈判开始前设好限制条件

Part 3 Most Common Mistakes in Negotiation — How to Avoid Them谈判中的常见错误及防范策略

11 Beginning your negotiation too soon 过早开始谈判

12 Not negotiating with the right person 没有找对谈判对象

13 Not being flexible on a position — locking on 固执己见,不会变通

14 Feeling helpless or powerless 感到无助或无能为力

15 Worrying about losing control of the negotiation 担心丧失主动权

16 Forgetting your goals or losing track of getting to them 遗忘目标或偏离方向

17 Too much worrying about the other party’s feelings or goals 过多考虑对方的感受和目的

18 Mind going blank — brain freeze 大脑一片空白

19 Falling for physical manipulations 受物质因素干扰

20 Losing sight of closing the deal 忽略了收尾

Part 4 Building Relationships of Trust 建立信任关系

21 Meeting and Receiving 会面和迎接

22 Introductions 相互介绍

23 Attending conventions参加会议

24 Small talk — breaking the ice 通过聊天打破陌生

25 Finding out more — how to let the other party know you’re interested 了解更深让对方知道你感兴趣

Part 5 Trade Negotiation 贸易谈判

26 Starting inquiry negotiation 开始询盘

27 Agreement on price 价格协议

28 Discussing transportation issues and shipping options 讨论运输和货运

29 Discussing payment options 讨论支付选择

30 Checking on shipment status 核实货运状态

Part 6 Sealing the Deal 成交

31 Making concessions 作出让步

32 Discussing the bottom line 讨论底线

33 Accepting and confirming the terms 确认并接受条件

34 Closing the deal 成交

35 Quality control issues 质量监控事宜

Part 7 Joint Venture 合资

36 Finding a partner 寻找合伙人

37 Showing interest 表示有兴趣

38 Discussing terms 谈条件

39 Establishing a foreign office 设立驻外办事处

Part 8 Real Estate 房地产

40 Getting started 初步洽谈

41 Property evaluation and selection 房产评估和筛选

42 Making an offer 出价

43 Closing the deal 成交

Part 9 Stock Market 股市

44 Buying / selling stocks 买卖股票

45 Short selling卖空

46 International markets 国际市场

Part 10 Other Negotiation Topics 其他谈判

47 Technology transfer 技术转让谈判

48 Copyright and patents 版权和专利谈判

49 Employment negotiation 雇用谈判

50 Negotiating salary and benefits 工资和福利谈判