本书旨在传授国际商务谈判的基础知识，介绍商人在谈判中制胜的策略和技巧，实用性很强。基于自身丰富的实践经验，作者不仅阐述了在国际商务实践中进行商务谈判的实用技能，还非常注重启发和强化跨文化商务交际的意识和知识。课本的内容简明、系统，具有较高的可读性和启发性。可作为大专院校国际贸易、商务英语、商务管理等专业国际商务谈判课程的教材，同时也可作为商务人员从事国际商务谈判的参考书。
卡瑞(JeffreyCurry)曾获得工商管理硕士和博士学位，是一名知名的国际贸易专家，多年来在亚洲、北美和欧洲从事大型的国际贸易业务和合资企业的谈判活动。他在亚洲和北美教授过管理学、经济学和国际金融等课程。他是《越南通行证》(PassportVietnam)等书的作者，也是《观点报道》(VIEWReport)杂志的主编。
Chapter1:THEROLEOFTHECHIEFNEGOTIATOR
SmallStage,BigPart
Chapter2:CHOOSINGYOURTEAM
BigGuns,LittleGuns
Chapter3:CONTROLLINGNEGOTIATIONS
Who'sCallingtheShots?
Chapter4:INITIATINGNEGOTIATIONS
GettingtheLayoftheLand
Chapter5:FACE-TO-FACE
SizingUpYourCounterparts
Chapter6:THEFUNCTIONOFBIAS
PerceptionversusReality
Chapter7:SITESELECTION
HowDoYouGetThere,fromHere?
Chapter8:THEAGENDA
CarveItinStone
Chapter9:ABOUTTRANSLATORS
MakingSureYourMessageGetsThrough
Chapter10:NEGOTIATINGSTYLES,PART1
MajorPersonalStyles
Chapter11:NEGOTIATINGSTYLES,PART2
MajorTeamStyles
Chapter12:PLANNINGTOWIN
SuccessIsaChoice,NotaResult
Chapter13:COUNTERINGPERSONALSTRATEGIES
HowtoGettheUpperHand
Chapter14:COUNTERINGTEAMSTRATEGIES
HowtoKeeptheUpperHand
Chapter15:SELECTINGTACTICS
PlayingtoWin
Chapter16:CLOSINGTHEDEAL
WhoMakestheDecision?
Chapter17:REPORTINGRESULTS
Is99PercentEnough?
Chapter18:COMMITMENT
TheStrainofImplementation
Chapter19:STRATEGICANDTACTICALGUIDELINESBYCOUNTRY
Chapter20:GLOSSARY
Chapter21:RESOURCES
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