Chapter 1 Negotiation Motives And Key Terminology Negotiations Conflicts Stakes Case Study： Chrysler Missed The Best Opportunity Entering China Automobile Market Chapter 2 Negotiation Procedure And Structure Negotiation Procedure General Structure Of Negotiations Structure Of Business Negotiations Simulation： An Economic Recession Case Study I： The Principle Of Complementary Concession Case Study Ii ： Sino-Us Negotiations On Intellectual Property Right Protection Chapter 3 Negotiation Lubrication Target Decision Collecting Information Staffing Negotiation Teams Choice Of Negotiation Venues Simulation： Silk Selling Case Study： Cases Showing Importance Of Pre-Negotiation Preparation Chapter 4 Win-Win Concept Traditional Concept Introduction Of Win-Win Concept--A Revolution In Negotiation Field How Can Both Sides Win Simulation： Financial Leasing Negotiation Case Study： Argument Between The Developing Countries And Developed Countries Chapter 5 Collaborative Principled Negotiation Collaborative Principled Negotiation And Its Four Components Separate The People From The Problem Focus On Interests But Not Positions Invent Options For Mutual Gain Introduce Objective Criteria Simulation： Hotel Selling Case Study： Company Policy Chapter 6 Law Of Interest Distribution Needs Theory Application Of The Needs Theory In Negotiation Three Levels Of Interests At The Domestic Level Law Of Two-Level Game Simulation： A Dam On The River Case Study： Us-Japan Negotiations On Semiconductors Chapter 7 Negotiating Power And Related Factors Negotiating Power And Sources Of Negotiating Power Factors Causing The Changes Of Negotiating Power Application Of Power Tactics Estimating Negotiating Power Simulation： Negotiation On Oil Contract Chapter 8 Law Of Trust Trust And Its Interpretation How To Decide A Person Trusts Or Is Trusted? Determinants Affecting A Person's Trustful Or Mistrustful Beha Effects Of Trust Suggestions Of Enhancing Mutual Trust Simulation： Market Research For A New Product Case Study'： Dilemma Of The Management Chapter 9 Personal Styles Vs. Negotiation Modes Negotiators' Personal Styles Negotiators' Personal Styles And Ac Model Personal Styles Vs. Negotiation Modes Application Of Personality Checks Simulation： Global Corporation Vs. Hi-Tech Corporation Case Study： Shopping In Manhattan Chapter 10 Game Theory And Negotiation Application Game Theory, Its Assumptions And Rules Consequences And The Matrix Display The Prisoner's Dilemma Direct Determinants Of The Coordination Goal Simulation： China And Japan In Iron Ore Negotiation Case Study： Making A Decision Under Uncertainty Chapter 11 Distributive Negotiation And Price Negotiation Distributive Negotiations Price Negotiation And Negotiation Zone Simulation： Sales For A Second-Hand Car Case Study： An Example Of The Use Of Cost Analysis Chapter 12 Complex Negotiations Complex Negotiations And Their Properties Involvement Of Third Parties Coalition, Multi-Party Negotiation Simulation： Green Bank Case Study： Iacocca Rescuing Chrysler Chapter 13 Culture Patterns Vs. Negotiation Patterns Definition Of Culture Culture Patterns Hofstede Cultural Value Study Simulation ： Cultural Conflicts In The Negotiation Of The World Bank Rural Water Supply Project Case Study： Southern Candle's Tour To France
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