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| Preface | |
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| Introduction | |
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| Overview of Global Business Negotiations | |
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| Negotiation Architecture | |
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| Negotiation Infrastructure | |
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| Going into Negotiations | |
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| Plan of the Book | |
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| Summary | |
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| Notes | |
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| Negotiation Environment and Setting | |
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| Role of Culture in Cross-Border Negotiations | |
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| Effect of Culture on Negotiation | |
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| Understanding Culture | |
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| Protocol and Deportment | |
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| Deeper Cultural Characteristics | |
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| Players and Process | |
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| Traits for Coping with Culture | |
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| Summary | |
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| Notes | |
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| Selecting Your Negotiating Style | |
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| Style Differences among Negotiators | |
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| Appropriate Negotiating Style | |
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| Determining a Negotiation Style | |
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| Summary | |
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| Notes | |
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| Negotiation Process | |
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| Prenegotiations Planning | |
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| Key Factors | |
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| Defining the Issues | |
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| Knowing One's Position | |
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| Knowing the Other Side's Position | |
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| Knowing the Competition | |
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| Knowing One's Negotiation Limits | |
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| Developing Strategies and Tactics | |
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| Planning the Negotiation Meeting | |
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| Summary | |
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| Notes | |
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| Initiating Global Business Negotiations: Making the First Move | |
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| Making the First Offer | |
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| Opening High/Low | |
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| Making Concessions | |
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| Influencing Negotiation | |
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| Common Concerns | |
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| Summary | |
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| Notes | |
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| Price Negotiations | |
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| Pricing Factors | |
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| Aspects of International Price Setting | |
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| Planning for Price Negotiation | |
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| Into Negotiations | |
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| Guidelines for Price Negotiations | |
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| Summary | |
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| Notes | |
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| Closing Business Negotiations | |
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| Methods of Closing Negotiations | |
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| Choosing a Closing Method | |
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| Time to Close | |
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| Summary | |
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| Notes | |
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| Undertaking Renegotiations | |
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| Reasons for Renegotiation | |
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| Reducing the Need to Renegotiate | |
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| Overcoming Fear to Reopen Negotiations | |
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| Types of Renegotiation | |
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| Approaches to Renegotiation | |
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| Summary | |
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| Notes | |
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| Negotiation Tools | |
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| Communication Skills for Effective Negotiations | |
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| Cross-Cultural Communication-Related Problems | |
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| Improving Communication in Negotiation | |
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| Nonverbal Communication | |
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| Use of Interpreters | |
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| Summary | |
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| Notes | |
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| Demystifying the Secrets of Power Negotiations | |
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| Sources of Power | |
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| Estimating Negotiating Power | |
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| Being an Effective Negotiator | |
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| Summary | |
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| Notes | |
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| Miscellaneous Topics | |
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| Negotiating on the Internet | |
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| Merits of Negotiations over the Internet | |
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| Pitfalls of Internet Negotiations | |
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| Strategies for Negotiations on the Internet | |
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| Situations Suitable for E-Negotiations | |
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| Proper Planning for E-Negotiations | |
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| Pros and Cons of E-Negotiations | |
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| Summary | |
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| Notes | |
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| Global Negotiations--Cases and Exercises | |
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| Chinese Negotiations | |
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| European Negotiations | |
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| Latin American Negotiations | |
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| Middle Eastern Negotiations | |
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| Asian Negotiations | |
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| Summary | |
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| Notes | |
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| Selected Bibliography | |
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| Index | |