克劳德·塞利奇编著的《国际商务谈判(英文版全新版国际商务经典教材教育部经济管理类双语教学课程教材)》提供了一个明晰的框架,用于指导全球谈判者在面对多元文化环境时完成交易、创造价值、解决争议,以及在频繁变动的复杂环境中实现持久的合作。适合用作工商管理、国际商务专业双语教学教材。 国际商务谈判-英文版_塞利奇 等,檀文茹 改编_中国人民大学出版社_

Preface
PART 1 INTRODUCTION
Chapter 1 Overview of Global Business Negotiations
PART 2 NEGOTIATION OF ENVIRONMENT AND SETTING
Chapter 2 Role of Culture in Cross- Border
Negotiations
Chapter 3 Selecting Your Negotiating Style
PART 3 NEGOTIATION PROCESS
Chapter 4 Prenegotiations Planning
Chapter 5 Initiating Global Business Negotiations: Making
the First Move
Chapter 6 Trading Concessions
Chapter 7 Price Negotiations
Chapter 8 Closing Business Negotiations
Chapter 9 Undertaking Renegotiations
PART 4 NEGOTIATION TOOLS
Chapter 10 Communication Skills for Effective
Negotiations
Chapter 11 Demystifying the Secrets of Power
Negotiations
PART 5 MISCELLANEOUS TOPICS.
Chapter 12 Negotiating on the Internet
Chapter 13 Overcoming the Gender Divide in Global
Negotiation.
Chapter 14 Strategies for Small Enterprises Negotiating
With Large Firms
Cases and Exercises
Case A: Chinese Negotiations
Case B: European Negotiations
Case C: Latin American Negotiations
Case D: Middle Eastern Negotiations
Case E: Asian Negotiations
Case F: The Renault-Nissan Alliance Negotiations
Case G: Factory Closure Negotiations
Notes
References