内容提要：  
本教材以中国企业跨文化谈判案例为核心，引导“体验式”教与学，通过分析中国企业参与的国别区域和不同行业的商务谈判，关注新时代与新环境下，不同国别区域（尤其是“一带一路”沿线国家）的商务环境与行业特征给中国企业国际商务谈判带来的跨文化挑战。  
本教材共计八章，系统介绍国际商务谈判的基本原理和分析工具、跨文化视角下的策略与技巧，以及国际商务谈判的前沿和挑战。本书以案例分析为主线，以学习任务为引导。每章通过对一个案例的三阶段案例解析，引导学生完成谈判准备、策略分析、案例反思三个模块的学习任务，增加案例学习的可操作性。  
在每一个学习模块中，学生首先阅读“谈判案例”相关内容；随后进入“问题与任务”，对谈判案例分步骤进行分析和思考；接下来，教材提供“谈判核心知识”，帮助学生结合案例理解并掌握核心理论和技巧；最后提供“补充阅读”，即相应国别区域的商务环境介绍及经典文献阅读，实现对案例的深度理解和分析。  


目录

Contents
Chapter One Essential Tools for Negotiation Analysis 1
Part A ［Concepts and Skills］ The Concept of Negotiation and Essential Tools for Negotiation Analysis 2
Part B ［Learning Negotiation Through Cases］ Acquisition Negotiation Between China Tian-ying and Urbaser of Spain 16
Part C Appendix 28

Chapter Two Preparation for International Business Negotiation 39
Part A ［Concepts and Skills］ Preparation for International Business Negotiation 40
Part B ［Learn Negotiation through Cases］ The Acquisition Negotiation Between China LC Company and Ethiopia's Coffee Processing Plants 60
Part C Appendix 81

Chapter Three Distribution and Win-Win in Negotiation 95
Part A ［Concepts and Skills］ Distributive Negotiation and Integrative Negotiation 96
Part B ［Learn Negotiation through Cases］ Negotiation Between China National Chemical Group and UAE's Oil Company 106
Part C Appendix 123

Chapter Four Negotiating Style 133
Part A ［Concepts and Skills］ Classification， Measurement and Adjustment of Negotiating Style 134
Part B ［Learning Negotiation Through Cases］ Construction Cooperation Negotiation Between CSCEC International and Kewa Construction Engineering Group of West Africa 148
Part C Appendix 162

Chapter Five Problem Solving in Negotiation 173
Part A ［Concepts and Skills］ Problem Solving in Negotiation 174
Part B ［Learning Negotiation Through Cases］ The Network Marketing Negotiation Between Baohui， a Chinese Company， and Tina W， an American Influencer 189
Part C Appendix 197

Chapter Six Trust, Relationship and Ethics in International
Business Negotiation 203
Part A ［Concepts and Skills］ Trust， Relationship and Ethics in International Business Negotiation 204
Part B ［Learn Negotiation through Cases］ Acquisition Negotiation Between Shandong M Steel Group and Thai SF 219
Part C Appendix 239

Chapter Seven Power in International Business Negotiation 244
Part A ［Concepts and Skills］ Sources of Negotiation Power and Persuation Tactics in Negotiation 245
Part B ［Learn Negotiation through Cases］ Negotiation
between Donghua and Bank of Sudan 257
Part C Appendix 270

Chapter Eight Team Negotiation and Multi-party Negotiation in
International Business 280
Part A ［Concepts and Skills］ Team Negotiation and Multi-party Negotiation 280
Part B ［Learn Negotiation through Cases］ RCEP Negotiations 290
Part C Appendix 316

Glossary 321