Chapter I Basics of International Business Negotiation 1.Introduction to Negotiation and Culture 2.Concept and Characteristics of International Business Negotiation 3.Principles of International Business Negotiation Chapter II Planning the Negotiation 1.Forming Negotiation Team 2.Creating Information Base 3.Drafting Negotiation Plan 4.Physical Preparations Chapter III Executing the Negotiation l.The Opening Phase 2.The Bargaining Phase 3.The Closing Phase Chapter IV Strategies and Tactics in International Business Negotiation 1.Standard Negotiation Strategies 2.Countering Negative Negotiation Tactics 3.Developing Your Negotiation Strategies Chapter V Ways of Breaking an Impasse in Negotiation 1.Causes of an Impasse 2.Strategies of Breaking an Impasse 3.Six Approaches for Getting through to the Decision Maker 4.Establishing Deadlines to Move a Deal Along Chapter VI Communication Skills in International Business Negotiation 1.Introduction 2.Four Styles of Communication 3.Developing Your Communication Style 4.Non-verbal Communication 5.Cuhural Differences in Style Preferences Chapter VII Styles of International Business Negotiation 1.Introduction 2.Negotiating in Asia 3.Negotiating in Europe 4.Negotiating in North America 5.Negotiating in Latin America 6.Negotiating in the Middle East 7.Negotiating in Africa Chapter VIII The Principles of Negotiation 1.The Definition of Pie 2.Reservation Value
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