chapter 1 negotiation motives and key terminology
negotiations
conflicts
stakes
case study: chrysler missed the best opportunity entering china
automobile market
chapter 2 negotiation procedure and structure
negotiation procedure
general structure of negotiations
structure of business negotiations
simulation: an economic recession
case study i: the principle of complementary concession
case study ii ： sino-us negotiations on intellectual property right
protection
chapter 3 negotiation lubrication
target decision
collecting information
staffing negotiation teams
choice of negotiation venues
simulation: silk selling
case study: cases showing importance of pre-negotiation
preparation
chapter 4 win-win concept
traditional concept
introduction of win-win concept--a revolution in negotiation
field
how can both sides win
simulation: financial leasing negotiation
case study: argument between the developing countries and developed
countries
chapter 5 collaborative principled negotiation
collaborative principled negotiation and its four components
separate the people from the problem
focus on interests but not positions
invent options for mutual gain
introduce objective criteria
simulation: hotel selling
case study: company policy
chapter 6 law of interest distribution
needs theory
application of the needs theory in negotiation
three levels of interests at the domestic level
law of two-level game
simulation: a dam on the river
case study: us-japan negotiations on semiconductors
chapter 7 negotiating power and related factors
negotiating power and sources of negotiating power
factors causing the changes of negotiating power
application of power tactics
estimating negotiating power
simulation: negotiation on oil contract
chapter 8 law of trust
trust and its interpretation
how to decide a person trusts or is trusted?
determinants affecting a person''s trustful or mistrustful
beha
effects of trust
suggestions of enhancing mutual trust
simulation: market research for a new product
case study'': dilemma of the management
chapter 9 personal styles vs. negotiation modes
negotiators'' personal styles
negotiators'' personal styles and ac model
personal styles vs. negotiation modes
application of personality checks
simulation: global corporation vs. hi-tech corporation
case study: shopping in manhattan
chapter 10 game theory and negotiation application
game theory, its assumptions and rules
consequences and the matrix display
the prisoner''s dilemma
direct determinants of the coordination goal
simulation: china and japan in iron ore negotiation
case study: making a decision under uncertainty
chapter 11 distributive negotiation and price negotiation
distributive negotiations
price negotiation and negotiation zone
simulation: sales for a second-hand car
case study: an example of the use of cost analysis
chapter 12 complex negotiations
complex negotiations and their properties
involvement of third parties
coalition, multi-party negotiation
simulation: green bank
case study: iacocca rescuing chrysler
chapter 13 culture patterns vs. negotiation patterns
definition of culture
culture patterns
hofstede cultural value study
simulation ： cultural conflicts in the negotiation of the world
bank rural water supply project
case study: southern candle''s tour to france
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