本書旨在傳授**商務談判的基礎知識，介紹商人在談判中制勝的策略和技巧，實用性很強。基於自身豐富的實踐經驗，作者不僅闡述了在**商務實踐中進行商務談判的實用技能，還**注重啟發和強化跨文化商務交際的意識和知識。課本的內容簡明、繫統，具有較高的可讀性和啟發性。可作為大專院校**貿易、商務英語、商務管理等專業**商務談判課程的教材，同時也可作為商務人員從事**商務談判的參考書。

Chapter 1: THE ROLE OF THE CHIEF NEGOTIATOR
Small Stage, Big Part
Chapter 2: CHOOSING YOUR TEAM
Big Guns, Little Guns
Chapter 3: CONTROLLING NEGOTIATIONS
Who's Calling the Shots?
Chapter 4: INITIATING NEGOTIATIONS
Getting the Lay of the Land
Chapter 5: FACE-TO-FACE
Sizing Up Your Counterparts
Chapter 6: THE FUNCTION OF BIAS
Perception versus Reality
Chapter 7: SITE SELECTION
How Do You Get There, from Here?
Chapter 8: THE AGENDA
Carve It in Stone
Chapter 9: ABOUT TRANSLATORS
Making Sure Your Message Gets Through
Chapter 10: NEGOTIATING STYLES, PART 1
Major Personal Styles
Chapter 11: NEGOTIATING STYLES, PART 2
Major Team Styles
Chapter 12: PLANNING TO WIN
Success Is a Choice, Not a Result
Chapter 13: COUNTERING PERSONAL STRATEGIES
How to Get the Upper Hand
Chapter 14: COUNTERING TEAM STRATEGIES
How to Keep the Upper Hand
Chapter 15: SELECTING TACTICS
Playing to Win
Chapter 16: CLOSING THE DEAL
Who Makes the Decision?
Chapter 17: REPORTING RESULTS
Is 99 Percent Enough?
Chapter 18: COMMITMENT
The Strain of Implementation
Chapter 19: STRATEGIC AND TACTICAL GUIDELINES BY COUNTRY
Chapter 20: GLOSSARY
Chapter 21: RESOURCES