Chapter One An Overview of International Business
Negotiations
Section 1 Outline of the Book
Section 2 Definition of International Business Negotiations
Section 3 Theories of International Business Negotiations
Section 4 Features of International Business Negotiations
Section 5 Objectives of International Business Negotiations
Section 6 Categories of International Business Negotiations
Section 7 PRAM Model for International Business Negotiations
Section 8 Principles of International Business Negotiations
Section 9 A Case of International Business Negotiations：
How Giving Face Can Brew Success
Knowledge added： Top Ten Practical Tips for International Business
Negotiations

Chapter Two Process of International Business Negotiations
Section 1 A Framework of International Business Negotiations
Section 2 Preparation for International Business Negotiations
Section 3 Opening of International Business Negotiations
Section 4 Formal Information Exchange of International Business
Negotiations
Section 5 Concession and Agreement of International Business
Negotiations
Section 6 Agreement Execution of International Business
Negotiations
Section 7 Simulation of International Business Negotiations
Section 8 Case Study： A Successful International Business
Negotiation
Knowledge added： Business Negotiation——NO TRICKS

Chapter Three Basic Links of International Business Negotiations
Section 1 Introduction
Section 2 Inquiries
Section 3 Offers
Section 4 Counter-offers
Section 5 Acceptance
Section 6 Conclusion of a Business Contract
Section 7 Case Study： Shopping Tote Bag Negotiations

Chapter Four Basic Qualities of International Business
Negotiators
Section 1 Requirements for Qualified International Business
Negotiators
Section 2 Responsibilities of International Business Negotiators
Section 3 Teamwork for the Negotiating Team
Section 4 Simulation of International Business Negotiations
Section 5 Case Study： Chinese Negotiation Training on Sales Price
Knowledge added Part [ ： Ten Personality Traits of Top Negotiators
Knowledge added Part 1I ： Long Yongtu ~ China's Chief
Negotiator

Chapter Five Management of International Business
Negotiations
Section 1 Brief Introduction to Management
Section 2 Management of Negotiators in International Business
Negotiahons
Section 3 Management of Teamwork in International Business
Negotiations
Section 4 Management of Agenda and Communication Forms in
International Business Negotiations
Section 5 Management of Time and Place in International Business
Negotiations
Section 6 Management of Atmosphere in International Business
Negotiatxons
Section 7 Management of Risks in International Business
Negotiahons
Section 8 Simulation of International Business Negotiations
Section 9 Case Study： The Conclusion of the Price of the Chairs for
Airport

Chapter Six Strategies and Skills of International Business
Negotiations
Section 1 An Overview and Comparison of Negotiation Strategies
and Skills
Section 2 International Business Negotiation Strategies
Section 3 International Business Negotiation Skills

Chapter Seven Etiquette in International Business
Negotiations
Section 1 Brief Introduction to the Importance of Etiquette
Section 2 Basic Etiquette of People's Daily Performances
Section 3 Etiquette in Formal International Business Negotiations
Section 4 Etiquette in Contract Signing Ceremony
Section 5 Manners in Attending International Business Negotiations
Knowledge added： Ten Tips on French Business Etiquette

Chapter Eight Intercultural Issues and Styles of International
Business Negotiations
Section 1 Factors Influencing International Business Negotiations
Section 2 Foundation and Types of Culture in International Business
Negotiations
Section 3 Cultural Differences in International Business Negotiations ...
Section 4 Personal Styles of International Business Negotiations
Section 5 Team Styles of International Business Negotiations
Section 6 Cultural Styles of International Business Negotiations
Section 7 Simulation of International Business Negotiations
Knowledge added： Culture Differences in the Preferred Flow of Business
Negotiations

Chapter Nine International Business Price Negotiations
Section 1 Formation of the Price in International Business
Negotiations
Section 2 Features of International Business Price Negotiations
Section 3 Targets of International Business Price Negotiations
Section 4 Essentials of International Business Price Negotiations
Section 5 Skills of International Business Price Negotiations
Section 6 Cases of International Business Price Negotiations

Chapter Ten International Business Contract Negotiations ...
Section 1 Formation of a Contract in International Business
Negotiations
Section 2 Features of International Business Contract Negotiations ...
Section 3 Objectives of International Business Contract Negotiations
Section 4 Principles of International Business Contract Negotiations ...
Section 5 Strategies and Skills of International Business Contract
Negotiations
Section 6 A Case Study of International Business Contract
Negotiations

Chapter Eleven Language Skills and Non-business Communication
in International Business Negotiations
Section 1 Features of Language Skills of International Business
Negotiations
Section 2 Language Skills of International Business Negotiations
Section 3 Importance of Non-business Communication in International
Business Negotiations
Section 4 Non-business Communication in the Phase of Greeting Customers
in International Business Negotiations
Section 5 Non-business Communication in the Phase of Formal Negotiations
in International Business Negotiations
Section 6 Non-business Communication at Other Activities in International
Business Negotiations
Section 7 Non-business Communication in the Phase of Seeing off Customers
in International Business Negotiations

Appendix I： The First Simulation of International Business
Negotiations
Appendix II： The Second Simulation of International Business
Negotiations