本课程由三大体系构成：
理论体系，涵盖决定谈判过程与结果的主要因素，包括：谈判发生的动因（第一章）、谈判的内外结构（第二章）、谈判者的思维模式与理念（第四、五、十一章）、谈判各方的利益分配与需求理论（第六章）、决定谈判双方实力与地位的谈判力理论（第七章）、决定谈判双方关系的信任理论（第八章）、谈判者性格类型与谈判模式（第九章）、寻求合作的博弈论（第十章）、谈判文化理论（第十三章）、谈判风险与管理（第十四章）。
案例体系，包括：案例导入，通过案例帮助学生实现由实例到理论学习的过程；知识点案例，即在理论知识讲解过程中所举的例子，帮助学生及时理解相关知识；本章综合案例，位于每章末，旨在帮助学生理解本章学习内容；模拟谈判案例，通过让学生扮演案例中的角色，实践各章的理论学习内容。本教材案例选择的原则是：针对性、本土性、时代性与经典性。
实践体系，即结合理论学习进行的实践训练，包括：思考题与讨论题、课堂讨论、模拟谈判、课上课下测试、商务谈判大赛等。

白远，教授，硕士生导师；曾任北京第二外国语学院国际经济与贸易学院副院长；2014年获得第十届北京市教学名师称号。先后就读于日本国际大学和美国纽约大学商学院。曾任美国西北大学、美国北佛罗里达大学以及科索沃大学客座教授。现任中国国际经济合作学会常务理事暨学术委员会委员，中国管理现代化研究会国际商务谈判专业委员会副主任，民建北京市经济专委会委员及民建朝阳区经济专委会副主任，第十四届朝阳区人大代表。主要研究领域为国际直接投资、文化创意产业与产品贸易、国际服务贸易。在国内外期刊发表论文50余篇，出版专著10部，教材8部，其中北京市精品教材立项2项，北京市精品教材2部，国家“十一五”规划教材1部，国家“十二五”规划教材2部。曾长期作为特聘专家受聘于世界银行中国农村改水项目国家项目办，参加多场大型投资和贸易谈判。

Chapter 1 Negotiation Motives and Key Terminology
1.1 Introduction
1.2 Negotiation Interpretation and Key Terminology
1.3 Business Negotiations and International Business Negotiations
Chapter 2 Negotiation Procedure and Structure
2.1 Negotiation Procedure
2.2 General Structure of Negotiations
2.3 Structure of Business Negotiations
Chapter 3 Negotiation Lubrication
3.1 Knowledge Base of Negotiators
3.2 Target Decision
3.3 Collecting Information
3.4 Staffing Negotiation Teams
3.5 Choice of Negotiation Venues
3.6 Formulation of Negotiation Plan
Chapter 4 Win-win Concept
4.1 Traditional Concept
4.2 Introduction of Win-win Concept: A Revolution in Negotiation Field
4.3 How Can Both Sides Win
Chapter 5 Collaborative Principled Negotiation
5.1 Collaborative Principled Negotiation and Its Four Components
5.2 Separate the People from the Problem
5.3 Focus on Interests But Not Positions
5.4 Invent Options for Mutual Gain
5.5 Introduce Objective Criteria
Chapter 6 Law of Interest Distribution
6.1 Needs Theory
6.2 Application of the Needs Theory in Negotiation
6.3 Three Levels of Interests at the Domestic Level
6.4 Law of Two-level Games
Chapter 7 Negotiating Power and Related Factors
7.1 Negotiating Power and Sources of Negotiating Power
7.2 Factors Causing the Changes of Negotiating Power
7.3 Application of Power Tactics
7.4 Estimating Negotiating Power
Chapter 8 Law of Trust
8.1 Trust and Its Interpretation
8.2 Determinants Affecting the Trust Level
8.3 Determinants Affecting a Person's Trustful or Mistrustful Behavior
8.4 Effects of Trust
8.5 Suggestions of Enhancing Mutual Trust
Chapter 9 Personal Styles vs. Negotiation Modes
9.1 Negotiators' Personal Styles
9.2 Negotiators' Personal Styles and AC Model
9.3 Negotiators' Personal Styles vs. Negotiation Modes
9.4 Application of Personality Tests
Chapter 10 Game Theory and Negotiation Application
10.1 Game Theory, Its Assumptions and Rules
10.2 Consequences and the Matrix Display
10.3 The Prisoner's Dilemma
10.4 Direct Determinants of the Coordination Goal
Chapter 11 Distributive Negotiations vs. Integrative Negotiations
11.1 Distributive Negotiations
11.2 Price Negotiation and Negotiation Zone
11.3 Integrative Negotiations
Chapter 12 Complex Negotiations
12.1 Complex Negotiations and Their Properties
12.2 lnvolvement of Third Parties
12.3 Coalition and Multi-party Negotiation
Chapter 13 Culture Patterns vs. Negotiation Patterns
13.1 definition of Culture
13.2 Culture Patterns
13.3 Hofstede Cultural Value Study
Chapter 14 Negotiation Risks and Management
14.1 Identiflcation of the Sources of Risks
14.2 External Risks
14.3 Intemal Risks
14.4 Managing Risks