International Business Negotiation: Theoretical Case Analysis and Practice

Author: Bai Yuan
Publisher:
Publish Date: 2002-11-01
Features: This book is divided into three main parts:
Theoretical Section. It integrates classic negotiation theories from both domestic and international perspectives, analyzing the main factors influencing the entire negotiation process from aspects such as negotiation motivation, structure, interests, bargaining power, trust, psychology, culture, and negotiation types, using models and case studies.
Case Studies. Combined with the theoretical explanations, this section provides corresponding case analyses. The cases primarily focus on world-famous negotiation examples, which are typical and universally instructive. Some cases were completed by the author after long-term tracking and investigation of renowned international business negotiations, such as the China-U.S. intellectual property rights negotiations and the U.S.-Japan automotive negotiations; others were derived from the author's own participation in negotiation activities and practices.
Simulated Negotiations. The materials for the simulated negotiations are based on real-life examples, which have been appropriately adapted to meet the needs of classroom exercises. After completing the negotiations, learners can compare the outcomes of actual negotiations with their own results to achieve better results. The purpose of the simulated negotiations is to enable learners to experience the guiding significance of negotiation theory through practical exercises and gain a more realistic and authentic experience. The lessons learned through hands-on practice are more vivid and concrete for them. In addition to simulated negotiations, there are also thought-provoking and discussion questions designed to complement each chapter's content at the end of each chapter.