全书共分八章，采用案例式编写方式，将谈判理论、方法和技巧融于经典案例中。内容包括国际商务谈判基本理论、谈判人员的素质、谈判环节、谈判策略和技巧、谈判类型、语言与非语言沟通技巧、谈判礼仪和跨文化谈判等等，具有系统性、完整性、语言规范性、内容前沿性等特点。第三版根据新的谈判理论和实践成果，对部分内容进行了更新，例如增加了个人谈判技巧，更新了团队谈判技巧，增加了跨文化案例等；同时，根据国家对“新文科”建设的要求，增加了“中国文化”和“中国案例”中英双语部分，旨在让学生主动传播中国文化，讲好中国故事。

Chapter 01 Basic Theories for International Business Negotiation
Section A Understanding International Business Negotiation
Section B A Negotiation Aching to Find Way Out
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 02 Staffing Negotiation Teams
Section A Basic Principles That Make You a Smart Negotiator
Section B What Determines the Success in Multiparty Negotiation
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 03 Phases of International Business Negotiation
Section A A Typical Negotiation on Sale with the Chinese
Section B How to Negotiate Price for Sales
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 04 Negotiation Strategy and Tactics
Section A What Strategy and Tactics to Choose?
Section B Negotiation Strategy and Tactics in Practice
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 05 Types of International Business Negotiation
Section A Types of International Business Negotiation
Section B Long Live Price Negotiations
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 06 Verbal and Nonverbal Communication Skills
Section A Understanding Verbal and Nonverbal Communication
Section B A Smart Car Seller
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 07 International Business Negotiation Etiquette
Section A Business Negotiation Etiquette
Section B McDonald’s Secret Weapon to Change Disadvantages into Advantages
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 08 Cross-Cultural Business Negotiation
Section A Forewarned Is Forearmed
Section B Building Trust Before Heading to the Table with Japanese
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Further Reading
References