International negotiating

chapter 1：the role of the chief negotiator
small stage,big part
chapter 2：choosing your team
big guns,little guns
chapter 3：controlling negotiations
who's calling the shots?
chapter 4：initiating negotiations
getting the lay of the land
chapter 5：face-to-face
sizing up your counterparts
chapter 6：the function of bias
perception versus reality
chapter 7：site selection
how do you get there from here?
chapter 8：the agenda
carve it in stone
chapter 9：about translators
making sure your message gets through
chapter 10：negotiating styles,part 1
major personal styles
.chapter 11：negotiating styles,part 2
major team styles
chapter 12：planning to win
success is a choice,not a result
chapter 13：countering personal strategies
how to get the upper hand
chapter 14：countering team strategies
how to keep the upper hand
chapter 15：selecting tactics
playing to win
chapter 16：closing the deal
who makes the decision?
chapter 17：reporting results
is 99 percent enough?
chapter 18：commitment
the strain of implementation
chapter 19：strategic and tactical guidelines by country
chapter 20：glossary
chapter 21：resources
[