本教材分为三大部分。
理论部分:融合了国内外经典的谈判理论,从谈判动因、谈判结构、谈判组内部利益、谈判力、谈判双方的信任、谈判者心理、国际谈判文化模式、博弈论在谈判中的应用、谈判类型等方面,运用模型和实例对影响谈判全过程的主要因素进行了比较全面的分析。
案例部分:结合理论部分的讲解,提供了相应的案例分析,所提供的案例大多是世界**谈判案例和研究成果,具有典型性和普遍指导意义。有些案例是作者在对**国际商务谈判长时间地追踪调查的基础上编写的。
模拟谈判:模拟谈判的素材取自真实事例,为了适应课堂练习的需要,对之做了必要的加工。学习者在谈判结束后可以比较实际谈判的结果和自己谈判的结果,以收到更好的效果。此外,每章结束后都有结合本章内容设计的思考题和讨论题。

Chapter1谈判动机与关键概念
谈判
冲突
利益得失
案例研究:松下电器公司

Chapter2谈判程序与结构
谈判程序
谈判的一般结构
贸易谈判结构:
案例研究I:对等性让步原则
案例研究II:中美知识产权谈判

Chapter3谈判润滑剂
设定谈判目标
信息调研
配备谈判组成员
谈判地点的确定
模拟谈判:丝绸销售
案例研究:谈判前准备工作的重要性

Chapter4双赢原则
传统理念
赢——赢理念的引入——谈判界的一场革命
怎样实现双赢
案例研究:发展中**与发达**的争论

Chapter5合作原则谈判法
合作原则谈判法及其四个组成部分
对事不对人
着眼于利益而非立场
创造双赢方案
引入客观评判标准
模拟谈判:旅馆销售
案例研究:公司政策

Chapter6利益分配法则
需求理论
需求理论在谈判中的应用
国内谈判的三层利益
双层游戏规则
案例研究:荚日半导体谈判

Chapter7谈判力及相关因素
(谈判力及谈判力的来源)
(影响谈判力变化的因素)
(谈判力策略的应用)
(测量谈判力)
(案例研究I:石油合同谈判)
(案例研究Ⅱ:法律——谈判力的一个来源)
Chapter 8(信任法则)
(信任及其解释)
(怎样决定一个人信任他人或者是被别人信任)
(影响一个人信任或不信任行为倾向的决定因素)
(信任的效应)
(如何增进相互信任)
(模拟谈判:新产品的市场调研)
(案例研究:经理层的尴尬)
Chapter 9(谈判者性格类型与谈判模式)
(谈判者的性格类型)
(个人性格类型与AC模型)
(性格类型与谈判模式)
(性格测试在谈判中的应用)
(案例研究:在纽约曼哈顿购物)
Chapter lO(博弈论及其在谈判中的应用)
(博弈论及其基本假设和规则)
(结果和矩阵排列)
(囚徒困境)
(合作目标的直接决定因素)
(案例研究:不确定条件下的决策)
Chapter 11(两分法谈判与价格谈判)
(两分法谈判)
(价格谈判和谈判区间)
(模拟谈判:二手车销售)
(案例研究:一个运用成本分析法的例子)
Chapter 12(复杂谈判)
(复杂谈判及其特点)
(第三方的参与)
(多方参与的谈判和谈判联合体)
(模拟谈判:格林银行)
(艾柯卡拯救克莱斯勒公司)
Chapter 13(文化模式与谈判模式)
(文化的定义)
(文化模式)
(在世界各地谈判)
(模拟谈判:全球公司与高科技公司)
(案例研究:IBM公司的一项文化研究项目及其成果)
……

A conflict is a dispute, disagreement or argument between two or more interdependent parties who have different and common interests. A conflict canblock each other's ability to satisfy their interests.
The definition of conflicts states three points, which can be specified as.
First, parties in conflict are interdependent, which means there remains akind of relationship developed by interrelated interests and concerns.Therewould be no conflict if two parties were not interrelated and had nothing to dowith each other.
Second, both different and common interests coexist, which appears to be illogical. However, if there are only contradictions and no sharing of common interests, negotiations become groundless and unnecessary.
Third, two parties in conflict will naturally fight for each other's own interests and make every effort to gain more from the other side, as a result it will reduce gain of interest expected initially.
People's attitudes toward conflicts differ greatly in certain contexts and aremixed in others. People who think negative of conflicts often cites devastatingwars and fighting which caused huge loss of lives and property; those who conceive conflicts as positive often argue that conflicts can lead to innovation and social progress, such as computers created during the Second World War. Stillthere are some other people who take middle ground. However, concerning relation between conflicts and negotiations, such aspects are taken into consideration. communication, creativity, relationship and outcomes. Let's examine thefour aspects in view of good and bad features of conflict (see table 1—1). The book of International Business Negotiation has been com-piled to contribute to high qualified negotiation specialists, who willpossess necessary knowledge in both negotiation theories and practices. The objective of the book is in complete accordance with theneed of China's requirement for high qualified personnel after its ac-cession into WTO; therefore the book has been widely accepted byexperts, professors and students. In 2006, the book was chosen intothe list of the national textbooks for "the Eleventh Five-Year Plan" .
In the process of the revision, the original system of the book be-ing kept, the book has been expanded from 11 chapters to la chapters, and quite a lot of information and knowledge has been added.The negotiation theoretical system has been further established by adding andcompleting important theories such as game theory, need theory and cooperativeprincipled negotiation theory.
The book thus has developed a comprehensive knowledge system consistingof negotiation motives, procedure and structure, preparation, basic negotiationtheories and principles,negotiators' psychological behavior and personalitystyles, negotiation categories, culture patterns, exercises and cases. Throughlearning, the students will be able to.
(1) Increase understanding the characteristics of a negotiation
(2) Develop ability to analyze the process and structure of a negotiation
(3) Increase awareness of attitudes, mind-set and basic theories in differentnegotiation situations;
(4) Increase awareness of one's psychological behavior and personal style asthey are backed by one's culture.
The book focuses on negotiation theories and principles, case studies andpractices rather than negotiation skills. The deliberation of the writer is to letstudents understand the general characteristics of a negotiation so that they willbe able to deal with all kinds of negotiations no matter where, when and withwhom they are talking with.
The book has three components.
(1)Lectures: concentrating on motives, structure, basic theories and principles, personality styles and culture patterns;
(2)Case studies, to facilitate better understanding of lectures, both famouscases and cases happening in normal business activities provided for analysis. Thenew edition has made supplement in some cases, such as studies on trust and cul-tural values, cost structure analysis and ways of achieving win result.
(3)Simulations: compiled in light of true stories to suit for class practices.Students can, after negotiating among themselves, compare their results and results actually happened and find out the discrepancy. Simulations and other pur-posely designed exercises aid learning of different negotiation situations, absorb-ing information and sizing up a situation quickly, condensing and intensifyingwhat happens in business and personal situations, and connecting theory withpractice.

白远,教授,硕士生导师,现任教于北京第二外国语学院国际经济贸易学院,担任副院长,主教国际商务谈判、国际贸易、当代世界经济(前三门为英语授课)和国际经济合作。本科就读于北京第二外国语学院,之后在日本攻读硕士,主修世界经济,并在美国进修MBA课程。主要研究领域为国际贸易(服务贸易)、国际直接投资,近5年发表论文40余篇,出版专著教材8部,主持北京市教委项目5项。曾长期作为特聘专家受聘于世界银行中国农村改水项目**项目办,先后参加多起大型投资和贸易谈判。