International Business Negotiation Theory, Case Analysis, and Practice 21st Century International Economics and Trade Series Textbooks

Author: Bai Yuan
Publisher:
Publish Date: 2002-06-01
Features: This book is divided into three main parts:
Theoretical Section. It integrates classic negotiation theories from both domestic and international perspectives, providing a comprehensive analysis of 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 offers corresponding case analyses, primarily featuring world-famous negotiation cases that 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 are drawn 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 from hands-on practice are more vivid and concrete for them. In addition to simulated negotiations, there are thought-provoking and discussion questions designed based on the content of each chapter at the end of every chapter.