克劳德?塞利奇（Claude Cellich）
瑞士日内瓦国际大学主管外联事务的副校长，跨文化商务谈判教授。曾在国际贸易中心（International Trade Centre，是联合国与世界贸易组织共同管理的一家机构）从事外交工作多年。
苏比哈什?贾殷（Subhash C. Jain）
美国康涅狄格大学国际营销荣誉退休教授，曾担任该校国际商务教育与研究中心主任等。在营销战略和跨国经营领域开展大量出色的教学、咨询和研究活动。
目錄：
Part 1 Introduction
Chapter 1 Overview of Global Business Negotiations
Part 2 Negotiation Environment and Setting
Chapter 2 Role of Culture in Cross-Border Negotiations
Chapter 3 Selecting Your Negotiating Styl
Part 3 Negotiation Process
Chapter 4 Prenegotiations Planning
Chapter 5 Initiating Global Business Negotiations: Making the First Move
Chapter 6 Trading Concessions
Chapter 7 Price Negotiations
Chapter 8 Closing Business Negotiations
Chapter 9 Undertaking Renegotiations
Part 4 Negotiation Tools
Chapter 10 Communication Skills for Effective Negotiation
Chapter 11 Demystifying the Secrets of Power Negotiations
Chapter 12 Managing Negotiating Teams
Chapter 13 Developing an Organizational Negotiating Capability
Part 5 Miscellaneous Topics
Chapter 14 Negotiating Intangibles
Chapter 15 Negotiating on the Internet
Chapter 16 Overcoming the Gender Divide in Global Negotiation
Chapter 17 Strategies for Small Enterprises Negotiating with Large Firms
Chapter 18 Negotiating via Interpreters
內容試閱：
Today’s globalization requires professionals to deal with their counterparts in countries with different economic， cultural， legal， and political environments. You may need to resolve a dispute with a supplier， finalize a counter proposal for a state-owned enterprise， or lead a multicultural team. Thus in a globalized market， few subjects are as critical as negotiating across cultural boundaries. When negotiators are from diverse cultures， they often rely on quite different assumptions about social interactions， economic interests， and political realities. Consequently， culturally sensitive negotiating skills are necessary for managing in an international setting.
Creative Solutions to Global Business Negotiations has been prepared for all those who negotiate globally: managers， lawyers， government officials， and diplomats. The book provides an insightful， readable， highly organized tour de force of both the conceptual and practical essentials of international business negotiation.
Negotiation is a lifelong activity. In business， you can do much better by negotiating successfully. Those not skilled in negotiation will get less than they deserve， perhaps significantly less. Surprisingly， it is often easier to sharpen your negotiating skills by simply trying. To do this， you must acquire proven negotiation strategies and tactics as well as the latest techniques of dealing with the challenges and opportunities of today’s complex global alliances and quickly forming partnerships. At the same time， you must know how to navigate across national， organizational， and professional cultures at the negotiating table.
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