Chapter1 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
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
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
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
Words and Expressions
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
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
Key to Exercises
References
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