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
. Summary
Part 2 Negotiation Process
Chapter 3 Preparation for Business Negotiation
3.1 Pilot Case
3.2 Basic PoinsndPrcesses
3.2.1 Organization and Management of the Business Negotiation Team
3.2.2 The Collection of Relevant Information
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 PoinsndPrcesses
4.2.1 The Creation of the Opening Atmosphere
4.2.2 Determining the Role in the Negotiations
4.. 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 Sr-u Strategy
4.5 Summary
Chapter 5 Business Negotiation and Consultation
5.1 Pilot Case between the Seller and the Buyer
5.2 Basic PoinsndPrcesses
5.2.1 The ottion Stage of Business Negotiation
5.2.2 Bargaining
5.. 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 ottion 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 PoinsndPrcesses
6.2.1 The Judgment and the End of Business Negotiations
6.2.2 Ways of Ending Business Negotiations
6.. 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.. Signing Etiquette
7.3 Summary
Part 4 Negotiation Exercise
Chapter 8 Comprehensive Exercises of Business Negotiation
8.1 Exercise of Negotiation Plan
8.2 Exercise of Negotiation Principles
8.3 Exercise of Negotiation Process
8.4 Exercise of Negotiation Etiquette
8.5 Summary
References