本书着重介绍了国际商务谈判的相关理论、实践和应注意的重要问题，例如谈判中的正确行为举止、谈判人员的要求、谈判班子的组成、谈判的准备阶段、谈判的磋商阶段、谈判的终局阶段、谈判策略和技巧，还阐述了国际商务谈判的具体内容。
本书以提高学生业务技能为出发点和最终目标，可作为高等职业技术学院商务英语、国际贸易、市场营销、工商文秘、电子商务及相关专业60学时左右课程的教材，也可作为有志于从事国际商务活动的英语爱好者的自学用书。
Part One Business Negotiation Theories 商务谈判理论
Chapter One Fundaments of International Business Negotiation
国际商务谈判概述
Learning focus
1.1 Some Basic Concepts concerning Negotiation 与谈判有关的基本概念
1.2 Basic concepts of negotiation 谈判概述
1.3.The conception, characteristics and motive of negotiation谈判的概念、特点和动机
1.4 The conception and content of international business negotiations国际商务谈判概念及内容
Exercises
Chapter Two The Basic Principles and Strategies on Business Negotiation 商务谈判的基本原则和策略
Learning focus
2.1 The basic principles of business negotiation 商务谈判的基本原则
2.2 Principles of business negotiation 商务谈判的原则
2.3 The Basic Strategies of Business Negotiation 商务谈判的基本策略 Part One Business Negotiation Theories 商务谈判理论
Chapter One Fundaments of International Business Negotiation
国际商务谈判概述
Learning focus
1.1 Some Basic Concepts concerning Negotiation 与谈判有关的基本概念
1.2 Basic concepts of negotiation 谈判概述
1.3.The conception, characteristics and motive of negotiation谈判的概念、特点和动机
1.4 The conception and content of international business negotiations国际商务谈判概念及内容
Exercises
Chapter Two The Basic Principles and Strategies on Business Negotiation 商务谈判的基本原则和策略
Learning focus
2.1 The basic principles of business negotiation 商务谈判的基本原则
2.2 Principles of business negotiation 商务谈判的原则
2.3 The Basic Strategies of Business Negotiation 商务谈判的基本策略
Exercises
Chapter Three The Impact of Psychology and Culture on Business Negotiation心理学及文化对商务谈判的影响
Learning focus
3.1 Negotiation and the Need Theory 谈判需求理论
3.2 Across-cultural Negotiating 跨文化谈判
3.3 Different Negotiating Styles of Different Cultures 世界各地商人的谈判风格
Exercises
Chapter Four Preparation for Negotiation 谈判准备
Learning focus
4.1 Form the Negotiation Team 谈判小组的组成
4.2 Establishing a Target for Negotiation 确定谈判目标
4.3 Collecting and Analyzing Information Concerned 收集并分析相关信息
4.4 Making a Feasible Negotiation Plan 制订可行的谈判计划
Exercises
Chapter Five Face-to-Face Negotiation 面对面谈判
Learning focus
5.1 Opening speech 开场白
5.2 The Bargaining Process and Strategies 谈判的磋商阶段及策略
5.2.1 Bidding 报价
5.2.2. Tactics of barging 讨价还价策略
5.2.3. Tactics of making concessions让步策略
5.3 Tactics of Breaking an Impasse打破僵局策略
5.4 Making Settlement 达成共识
Exercises
Part Two Business Negotiation Practice 商务谈判实践
Chapter Six Enquiry 询盘
Learning focus
6.1 Background Knowledge Introduction 背景知识介绍
6.2 Letters on Negotiation信函谈判
6.3 Dialogue Practice对话演练
6.4 Cases and Situational Dialogues 案例与情景会话
Exercises
Chapter Seven Offer and Counter-offer 报盘与还盘
Learning focus
7.1 Background Knowledge Introduction 背景知识介绍
7.2 Letters on Negotiation信函谈判
7.3 Dialogue Practice对话演练
7.4 Cases and Situational Dialogues 案例与情景会话
Exercises
Chapter Eight Order and Acceptance订单与接受
Learning focus
8.1 Background Knowledge Introduction 背景知识介绍
8.2 Letters on Negotiation信函谈判
8.3 Dialogue Practice对话演练
8.4 Cases and Situational Dialogues 案例与情景会话
Exercises
Chapter Nine Terms of Payment 付款方式
Learning focus
9.1 Background Knowledge Introduction 背景知识介绍
9.2 Letters on Negotiation信函谈判
9.3 Dialogue Practice对话演练
9.4 Cases and Situational Dialogues 案例与情景会话
Exercises
Chapter Ten Packing and Shipment 包装和运输
Learning focus
10.1 Background Knowledge Introduction 背景知识介绍
10.2 Letters on Negotiation信函谈判
10.3 Dialogue Practice对话演练
10.4 Cases and Situational Dialogues 案例与情景会话
Exercises
Chapter Eleven Commodity Insurance货物保险
Learning focus
11.1 Background Knowledge Introduction 背景知识介绍
11.2 Letters on Negotiation信函谈判
11.3 Dialogue Practice对话演练
11.4 Cases and Situational Dialogues 案例与情景会话
Exercises
Chapter Twelve Claims and Complaints 索赔和投诉
Learning focus
12.1 Background Knowledge Introduction 背景知识介绍
11.2 Letters on Negotiation信函谈判
11.3 Dialogue Practice对话演练
11.4 Cases and Situational Dialogues 案例与情景会话
Exercises
主要参考文献
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