| Acknowledgments | 第1-6页 |
| 摘要 | 第6-7页 |
| Abstract | 第7-11页 |
| Introduction | 第11-12页 |
| Chapter 1. The Nature of Negotiation | 第12-15页 |
| ·Concept of Negotiation | 第12页 |
| ·Conflicts and Disputes | 第12-13页 |
| ·The Art and Science of Negotiation | 第13-14页 |
| ·Two Types of Negotiation and their major Tactics | 第14-15页 |
| Chapter 2. Fundamental Principles for Negotiation Analysis | 第15-25页 |
| ·Individual and Group perspective | 第15页 |
| ·Four Disciplinary Approaches in Decision-Making Perspective | 第15-23页 |
| ·Decision analysis –Prescriptive Individual decision making | 第16页 |
| ·Behavioral Decision Theory –Descriptive Individual decision making | 第16-17页 |
| ·Game Theory –Interactive decision making | 第17-21页 |
| ·Negotiation Analysis –Joint decision making | 第21-23页 |
| ·Chapter Summary | 第23-25页 |
| Chapter 3. A Brief Introduction to Sino-American Business Negotiation | 第25-32页 |
| ·A Brief Introduction to Sino-American Economic Relationship | 第25-28页 |
| ·Sino-American Economic Development | 第25-26页 |
| ·Sino-American Business Conflicts and Negotiation | 第26-28页 |
| ·A Case in point –Sino-American Negotiation on Textile | 第28-32页 |
| ·Summarization of Sino-American Negotiation on Textile | 第29-30页 |
| ·Reasons and Roots of Sino-American Textile Conflict | 第30-32页 |
| Chapter 4. Sino-American Business Negotiation Decision-Making Analysis | 第32-44页 |
| ·A Synthetic and Overall Decision-Making Perspective for Sino-American Business Negotiation | 第32-33页 |
| ·The Nature of Sino-American Business Negotiation | 第33-36页 |
| ·The Type of Sino-American Business Negotiation: Distributive or Integrative | 第33-35页 |
| ·Proper Attitude in Sino-American Business Negotiation | 第35-36页 |
| ·The Decision-Making Process of Sino-American Business Negotiation | 第36-44页 |
| ·Step 1: Consider Separately What the Objectives for China and America | 第37-40页 |
| ·Sept 2: Identify Potential Value Creation Opportunities | 第40-41页 |
| ·Step 3: Gather External Standards and Criteria Relevant to Fairness | 第41-42页 |
| ·Step 4: Identify Your BATNA and Shore Up Your BATNA | 第42-44页 |
| Chapter 5. Conclusion | 第44-48页 |
| ·Analysis Conclusions | 第44-45页 |
| ·Limitations | 第45-46页 |
| ·Recommendations for Chinese Negotiators | 第46-48页 |
| ·Consider the Americans’ Attitude around the Negotiating Table | 第46页 |
| ·Learn All You Can About the Other Side’s People and Culture | 第46-47页 |
| ·Negotiate with a Customer You Can’t Afford to Lose | 第47-48页 |
| Notes | 第48-50页 |
| Reference | 第50-52页 |
