本书在介绍国际商务理论的基础上，系统地阐述了国际商务谈判流程过程中的基础知识和技巧，注重理论联系实际、案例分析与理论知识相结合，强调文化差异和沟通对国际商务谈判的影响，穿插不同国家的文化内涵，以及与商务谈判相关的商务礼仪知识和经验。同时，开展案例分析。使学生的学习过程更加生动、有趣、高效。在最后一章配合前面各章的内容给出了商务谈判的模拟练习。本书采用全英文形式，对其中重点语句进行中文翻译，便于中外读者的阅读、学习。

李晓明，长安大学经济与管理学院教授，西安欧亚学院特聘专家，西安交通大学管理学院管理科学与工程专业博士、工商管理专业博士后。长期从事留学生商务沟通管理的教学与研究工作。

Part 1 Business Theory
Chapter 1 Introduction of Business Negotiation
1.1 Basic Concept and Features of Business Negotiation
1.1.1 Concept of Business Negotiation
1.1.2 Features of Business Negotiation
1.2 Classifications and Functions of Business Negotiations
1.2.1 Classifications of Business Negotiations
1.2.2 The Functions of Business Negotiations
1.3 Principles and Evaluation Criterions for Business Negotiation
1.3.1 Principles of Business Negotiation
1.3.2 Evaluation Criterions for Business Negotiation
1.4 Summary
Chapter 2 Related Theory
2.1 Adaptation Theory
2.2 Different Styles in Business Negotiation 3|
2.2.1 Cultural Differences in Customs and Behaviors
2.2.2 Negotiation Styles of Different Countries and Regions
2.3 Summary
Part 2 Negotiation Process
Chapter 3 Preparation for Business Negotiation
3.1 Pilot Case
3.2 Basic Points and Processes
3.2.1 Organization and Management of the Business Negotiation Team
3.2.2 The Collection of Relevant Information
3.2.3 Developing a Negotiation Plan
3.3 Matters Needing Attention
3.3.1 Taboos in the Negotiation Investigation
3.3.2 Taboos in the Negotiation Target
3.3.3 Taboos in the Negotiating Team
3.4 Opening Case Analysis
3.4.1 Collection of Environmental Factors Related to Negotiation
3.4.2 Information about Negotiating Opponents
3.4.3 The Situation of Competitors
3.4.4 Your Own Situation
3.5 Summary
Chapter 4 Opening of Business Negotiation
4.1 Pilot Case between Adamson and George Eastman
4.2 Basic Points and Processes
4.2.1 The Creation of the Opening Atmosphere
4.2.2 Determining the Role in the Negotiations
4.2.3 Open a Preparatory Meeting
4.3 Related Principles and Precautions
4.3.1 Relevant Principles
4.3.2 Precautions
4.4 Opening Case Analysis
4.4.1 The Creation of the Opening Atmosphere
4.4.2 Determine the Role Definition in the Negotiation
4.4.3 Use of a Consistent Start-up Strategy
4.5 Summary
Chapter 5 Business Negotiation and Consultation
5.1 Pilot Case between the Seller and the Buyer
5.2 Basic Points and Processes
5.2.1 The Quotation Stage of Business Negotiation
5.2.2 Bargaining
5.2.3 Correct Assessment of the Negotiating Situation
5.2.4 Stopping during the Negotiation of Business Negotiations
5.3 Related Principles and Precautions
5.3.1 The Relevant Principles
5.3.2 Matters Needing Attention
5.4 Opening Case Analysis
5.4.1 The Quotation Stage
5.4.2 The Bargaining Stage
5.4.3 The Counter-offer Stage
5.5 Summary
Chapter 6 End of Business Negotiation
6.1 Pilot Case between a Chinese Company and a Japanese Company
6.2 Basic Points and Processes
6.2.1 The Judgment and the End of Business Negotiations
6.2.2 Ways of Ending Business Negotiations
6.2.3 The Promotion of Business Negotiations
6.3 Related Principles and Precautions
6.3.1 The Relevant Principles
6.3.2 Matters Needing Attention
6.4 Opening Case Analysis
6.4.1 Grasping the Opportunity of the Transaction
6.4.2 The Promotion of the Transaction
6.4.3 Strategies to Promote Transactions
6.4.4 Signing a Negotiation Contract
6.5 Summary
Part 3 Negotiation Etiquette
Chapter 7 Business Negotiation Etiquette
7.1 Business Reception Etiquette
7.1.1 Meeting Etiquette
7.1.2 Welcome and Farewell Etiquette
7.1.3 Gift Etiquette
7.2 Business Negotiation Etiquettes
7.2.1 The Etiquette of Arrange Places and Seating
7.2.2 The Etiquette of Negotiation Behavior
7.2.3 Signing Etiquette
7.3 Summary
Part 4 Negotiation Exercise