International Business Negotiation Theory, Case Analysis, and Practice: A Series Textbook for International Economics and Trade

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 sources, providing a comprehensive analysis of the main factors influencing the 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-renowned negotiation cases that are typical and universally instructive. Some cases were completed by the author after long-term tracking and investigation of famous international business negotiations, such as the China-U.S. intellectual property rights negotiation and the U.S.-Japan automotive negotiation; others were derived from the author's 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 theories 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 to complement the content of each chapter at the end of each chapter.