本书旨在传授国际商务谈判的基础知识，介绍商人在谈判中制胜的策略和技巧，实用性很强。基于自身丰富的实践经验，作者不仅阐述了在国际商务实践中进行商务谈判的实用技能，还非常注重启发和强化跨文化商务交际的意识和知识。课本的内容简明、系统，具有较高的可读性和启发性。可作为大专院校国际贸易、商务英语、商务管理等专业国际商务谈判课程的教材，同时也可作为商务人员从事国际商务谈判的参考书。

Chapter 1: THE ROLE OF THE CHIEF NEGOTIATOR

 Small Stage, Big Part

Chapter 2: CHOOSING YOUR TEAM

 Big Guns, Little Guns

Chapter 3: CONTROLLING NEGOTIATIONS

 Who's Calling the Shots?

Chapter 4: INITIATING NEGOTIATIONS

 Getting the Lay of the Land

Chapter 5: FACE-TO-FACE

 Sizing Up Your Counterparts

Chapter 6: THE FUNCTION OF BIAS

 Perception versus Reality

Chapter 7: SITE SELECTION

 How Do You Get There, from Here?

Chapter 8: THE AGENDA

 Carve It in Stone

Chapter 9: ABOUT TRANSLATORS

 Making Sure Your Message Gets Through

Chapter 10: NEGOTIATING STYLES, PART 1

 Major Personal Styles

Chapter 11: NEGOTIATING STYLES, PART 2

 Major Team Styles

Chapter 12: PLANNING TO WIN

 Success Is a Choice, Not a Result

Chapter 13: COUNTERING PERSONAL STRATEGIES

 How to Get the Upper Hand

Chapter 14: COUNTERING TEAM STRATEGIES

 How to Keep the Upper Hand

Chapter 15: SELECTING TACTICS

 Playing to Win

Chapter 16: CLOSING THE DEAL

 Who Makes the Decision?

Chapter 17: REPORTING RESULTS

 Is 99 Percent Enough?

Chapter 18: COMMITMENT

 The Strain of Implementation

Chapter 19: STRATEGIC AND TACTICAL GUIDELINES BY COUNTRY

Chapter 20: GLOSSARY

Chapter 21: RESOURCES