Introduction to International Business Negotiations
Section 1 Phases of Business Negotiations
Chapter 1 Preparations for Negotiations
Chapter 2 Negotiation Teams
Chapter 3 Negotiating and Bargaining
Chapter 4 Strategies and Tactics
Chapter 5 Closing the Negotiation
Section 2 Specific Types of Business Negotiations
Chapter 6 Negotiations for Trade
Chapter 7 Negotiations for Joint Ventures
Chapter 8 Negotiations for Technology Transfer
Chapter 9 Negotiations of Contracts
Chapter 10 Negotiations of Multi-Party and Phased Nature
Section 3 Other Aspects of Business Negotiations
Chapter 11 Renegotiations
Chapter 12 Negotiations over the Internet
Section 4 Cultural Considerations for Business Negotiations
Chapter 13 Negotiations and Culture
Chapter 14 Decorum in Negotiations
Chapter 15 Negotiation Ethics
Bibliography
Additional Sources for Cases
Acknowledgements