章节目录：
Chapter 01 Basic Theories for International Business Negotiation
Section A Understanding International Business Negotiation
Section B A Negotiation Aching to Find Way Out
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 02 Staffing Negotiation Teams
Section A Basic Principles That Make You a Smart Negotiator
Section B What Determines the Success in Multiparty Negotiation
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 03 Phases of International Business Negotiation
Section A A Typical Negotiation on Sale with the Chinese
Section B How to Negotiate Price for Sales
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 04 Negotiation Strategy and Tactics
Section A What Strategy and Tactics to Choose?
Section B Negotiation Strategy and Tactics in Practice
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 05 Types of International Business Negotiation
Section A Types of International Business Negotiation
Section B Long Live Price Negotiations
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 06 Verbal and Nonverbal Communication Skills
Section A Understanding Verbal and Nonverbal Communication
Section B A Smart Car Seller
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 07 International Business Negotiation Etiquette
Section A Business
內容試閱：
Chapter 01 Basic Theories for International Business Negotiation
In business as in life， you don’t get what you deserve， you get what you negotiate.
?DChester L. Karras， American business negotiation expert
Lead-in
In September of 2013， computer software titan Microsoft made the shocking announcement that it was purchasing Finnish mobile handset maker Nokia for $7.2 billion in an effort to build its mobile and smart phone offerings.
The complexity of the business negotiations undertaken by negotiators at Microsoft and Nokia underscores the challenges companies and negotiators face in integrating two different identities. Rather than engaging in the reconciliation of differences in identity， integrative bargaining negotiators may instead see the value (and value creating potential) in letting each firm maintain its own identity. In this way， it is advantageous to negotiators to view their negotiating counterparts as individuals， highlighting the strengths of each organization and how those strengths can be combined into a successfully implemented negotiated agreement.
Questions: 1. How do you understand the practice of integrative bargaining negotiators?
2. How will it benefit the negotiation?
Section A Understanding International Business Negotiation
The negotiation process is a very complicated social process， involving an intricate structure of attitudes and opinions， social relationships ?D both inside and outside the firm ?D and the ways such attitudes， opinions， and social relations are changing. It contains various elements of individual and organizational behavior， influenced by the past and the perception of the future as well as the present. It is composed of a large number of decisions made by different people at different points in time. The understanding of the final outcome of such a process depends on an understanding of all its stages and parts.
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