王冠、鄧俊編著的《國際商務談判(商務英語核
心課程繫列教材)》繫統介紹了商務談判的基礎理論
與知識。內容共十章，每一章都是以文化差異和談判
風格為切入口有針對性地向讀者提供了中國以及其他
國家和地區的談判策略和對比方法，以及談判技巧。
本書案例充實、圖表清晰，突出了事務性、實用性的
特點，實為培養應用型技能人纔的教科書。

Chapter 1 Fundamentals of International Business Negotiation
1. The Nature of Negotiation
2. Characteristics of Negotiation Situations
3. The Basic Principles of Negotiation
4. Negotiation Architecture
5. Psychology in Negotiation
6. Classical Theories
Chapter 2 Basic Rules and Common Flaws
1. Basic Rules
2. Other Minor Rules to Be Observed
3. Common Flaws
4. Some Common Mistakes Foreign Negotiators Made in China
5. Best Practices in Business Negotiations
Chapter 3 Conflict Resolution and Negotiation Styles
1. Definition
2. Understanding the Nature of Conflict
3. Effective Conflict Management
4. Comprehensive Conflict Assessment Guide
Chapter 4 Negotiation Flow: Stages and Phases
1. Phase Models
2. A Six-Phase Model
Chapter 5 Negotiation Strategies and Tactics
1. Terminology
2. Coping with Pitfalls
3. Coping with Sneaky Tricks and Dirty Tactics
4. The Thirty-Six Stratagems and Negotiation Tactics
5. Building an Effective Negotiation Strategy
Chapter 6 Profiles of Negotiators and Negotiating Teamwork
1. The Profile of an Individual Negotiator
2. The Profile of Teamwork
3. Management of a Team
Chapter 7 Effective Communication in Business Negotiation
1. Basic Models of Communication
2. Specific Contents Communicated during Negotiation
3. General Forms of Communication in Negotiation
4. Cross-Cultural Business Communication Problems
5. Effective Communication in Global Business Negotiation
Chapter 8 Ethical Issues in Global Business Negotiation
1. Terminology
2. Business Ethics in Action
3. Ethical Reasoning in Business Negotiation
4. Ethically Ambiguous Tactics and Deceptive Tactics
5. Ethical Guidelines for Global Business Negotiators
6. Dealing with Deception
Chapter 9 Culture Diversity and Intercultural Negotiation
1. Terminology
2. Foundational Elements of a Culture
3. Understanding Major Cultural Differences
4. Understanding Basic Culture Types
5. The Impact of Culture on Negotiation
6. Culturally Responsive Negotiation Strategies
Chapter 10 Business Negotiation in the Global Context
1. How Chinese Businesspeople Negotiate
2. How American Businesspeople Negotiate
3. How Japanese Businesspeople Negotiate
4. How German Businesspeople Negotiate
5. How French Businesspeople Negotiate
6. How Indian Businesspeople Negotiate
7. How Australia Businesspeople Negotiate
8. How Egyptian Bnsinesspeople Negotiate
9. How Russian Businesspeople Negotiate
Bibliography