本书针对我国目前对外商务的需要，结合高职专业的教学特点和学生的实际需要，采取双语教学的模式，从八个方面详细介绍了国际商务谈判的特点、规律、原则及相关技巧，即国际商务谈判概述、谈判心理、谈判准备、谈判内容、谈判策略、争端调解、跨文化谈判和谈判策略的应用。本书选取了大量典型事例进行辅助说明，同时提炼和归纳了重要环节的关键内容，强化了谈判技巧和能力的训练，增强了国际商务谈判技能的针对性。本书可作为高职高专院校商务英语、国际贸易、市场营销、工商文秘、电子商务及相关专业60学时左右课程的教材，也可作为有志从事国际商务活动的英语爱好者的自学用书。

Chapter one Introduction and Overview of International Business Negotiation国际商务谈判概述
1.1 Introduction介绍
1.2 Concept and Characteristics of Business Negotiation商务谈判的基本概念与特点
1.3 The Basic Principles of Negotiation谈判的基本原则
1.4 Correct Understanding of the Feamms of International Business Negotiations对国际商务谈判的特点的正确理解
1.5 The Main Content of Negotiation on International Business国际商贸谈判的主要内容
Chapter Two Psychology in Negotiation谈判心理
2.1 The Need Theory需要理论
2.2 The Need Theory and Negotiation谈判与需要理论
2.3 Modem Negotiation Theories现代谈判理论
Chapter Three Preparation for Negotiation谈判准备
3.1 Establishing the Targ~for Negotiation确定谈判目标
3.2 Establishment of Business Relations建立商贸关系
3.3 Getting Information Concerned获取有关信息
3.4 Making a Feasible Negotiation Plan制定可行的谈判计划
Chapter Four Content of Negotiation(I) 谈判内容(1)
4.1 Inquiry and Reply询盘及答复
4.2 Offer and Counter—offer报盘与还盘
4.3 Price and Placing Orders议价和订购
4.4 Paymem支付条款
Chapter Five Content of Negotiation(II) 谈判内容(2)
5.1 Packing包装
5.2 Delivery of Goods商品的交付
5.3 Insurance海运保险
Chapter Six Negotiation Strategies谈判策略
6.1 The Attitude of Negotiation谈判的态度
6.2 Negotiation Strategies谈判策略
Chapter Seven Claim。Medation and Arbitration索赔、调解和仲裁
7.1 Claim索赔
7.2 Mediation调解
7.3 Arbitration仲裁
Chapter Eight Negotiating Across Cultures跨文化谈判
8.1 Negotiating Across Cultures跨文化谈判
8.2 Different Negotiating Styles of Different Cultures世界各地商人的谈判风格
Chapter Nine Application of Negotiation Strategies谈判策略的应用
Appendix A Protocol on the Accession of the People’s RepubHc of China中华人民共和国加入议定书
Appendix B Glossary
References参考文献