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