Chapter 1 Fundamentals of International Business Negotiation
Introduction
1.1 Concepts and characteristics of business negotiation
1.2 Types of international business negotiation
1.3 The basic principles of business negotiation
Chapter 2 Choosing the Negotiation Team
Introduction
2.1 The qualities of an international negotiator
2.2 The role of a chief negotiator
2.3 Effective Negotiation Teams
Chapter 3 The Preparation Phase of Negotiation
Introduction
3.1 Information gathering
3.2 Identifying objectives
3.3 Setting an agenda
Chapter 4 The Bargaining Process
Introduction
4.1 Packaging, quantity and price
4.2 Quality and inspection
4.3 Shipment
4.4 Terms of Payment
4.5 Insurance and claim
Chapter 5 Closing the Negotiation
Introduction
5.1 Closing the deal
5.2 Tips on contract signing
5.3 Summary of the negotiation
Chapter 6 Four Negotiation Skills to Master
Introduction
6.1 Avoid negotiating against yourself
6.2 Offering a choice
6.3 Treat partner''s mistake wisely
6.4 Giving a concession only when receiving one
Chapter 7 Most Common Mistakes in Negotiation--How to Avoid Them
Introduction
7.1 Not negotiating with the right person
7.2 Not being flexible on a position--locking on
7.3 Forgetting your goals or loosing track of how to attain them
7.4 Too much worrying about the other party''s feelings or goals
7.5 Falling for physical manipulations
Chapter 8 Etiquette in Business Negotiation
Introduction
8.1 Etiquette for Greeting and Send -off
8.2 Etiquette for Giving Gifts
8.3 Etiquette at Dinner Party and Dress Code
8.4 Etiquette for Signing Agreements
Chapter 9 Cross-cultural Negotiation ''
Introduction
9.1 Language and Communication
9.2 Understanding Cultural Differences
9.3 Different negotiating styles of different cultures
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