International Business Negotiation: Theory, Practice, and Cases

Author: Liu Yuan, Editor-in-Chief
Publisher:
Publishing Date: 2005-01-01
Features: Business negotiation is both a science and an art, almost omnipresent in economic life. As a crucial component of global economic exchange, international business negotiation significantly determines the success or failure of transactions and the rise or decline of enterprises. The battlefield of commerce, the ever-changing and turbulent landscape at the negotiation table, can leave inexperienced negotiators overwhelmed and even seasoned professionals sometimes at a loss. Moreover, negotiation itself has become a "strategic high ground" in the vast commercial sea, where win-or-lose games and conflicts of interest unfold. This book features a clear structure, comprehensive content, and a balance of theory and practice. It is divided into three parts: Negotiation Basics, Negotiation Skills, and Case Studies. A new chapter, "New Environment of International Business Negotiation Under the WTO Framework," has been added, along with revisions to most chapters and the inclusion of numerous classic cases, making the content more rigorous and substantial. Additionally, to facilitate self-assessment for students and evaluation by instructors, two comprehensive practice tests have been appended to the book. This book is suitable as a textbook for undergraduate and graduate courses on international business negotiation, as well as an elective for some vocational and technical college students. It is recommended for a teaching duration of 54 hours. The book can also serve as a reference for professionals in international trade and business negotiation.
Business negotiation is both a science and an art, almost omnipresent in economic life. As a crucial component of global economic exchange, international business negotiation significantly determines the success or failure of transactions and the rise or decline of enterprises. The battlefield of commerce, the ever-changing and turbulent landscape at the negotiation table, can leave inexperienced negotiators overwhelmed and even seasoned professionals sometimes at a loss. Moreover, negotiation itself has become a "strategic high ground" in the vast commercial sea, where win-or-lose games and conflicts of interest unfold. This book features a clear structure, comprehensive content, and a balance of theory and practice. It is divided into three parts: Negotiation Basics, Negotiation Skills, and Case Studies. A new chapter, "New Environment of International Business Negotiation Under the WTO Framework," has been added, along with revisions to most chapters and the inclusion of numerous classic cases, making the content more rigorous and substantial. Additionally, to facilitate self-assessment for students and evaluation by instructors, two comprehensive practice tests have been appended to the book. This book is suitable as a textbook for undergraduate and graduate courses on international business negotiation, as well as an elective for some vocational and technical college students. It is recommended for a teaching duration of 54 hours. The book can also serve as a reference for professionals in international trade and business negotiation.