马 莉 ，北京交通大学语言与传播学院副教授，英语系副主任，校优秀主讲教师。多次获国家级竞赛Model Apec“模拟亚太经济合作组织”谈判优秀指导教师，持有：中国翻译协会、MTI教指委、翻译协作组联合颁发的高等院校翻译专业师资培训证书；美国国际教育协会 (Institute of International Education)颁发的外语教学证书；美国驻华大使馆和美国教育学会颁发的富布赖特学者交流会演讲证书；加拿大University ofSaskatchewan 颁发的有效教学证书等。研究领域涉及商务翻译、语言学、跨文化交际等。曾在《外语教学》《山东大学学报》等期刊发表CSSCI 论文和其他检索论文10篇。编写了《综合英语听力教程学生用书1-2》《综合英语听力教程教师用书1-2》《英语专业考研英语国家文化考点测评》等教材。参与完成部级及北京市研究项目7，校级及其他相关项目8，主持校级项目3项。
目錄：
Content目 录
◎ Chapter 1 An Overview of International Business Negotiation // 1
1.1 The Concept of International Business Negotiation // 1
1.2 The Characteristics of International Business Negotiation // 1
1.3 The Basic Principles of International Business Negotiation // 3
1.4 The Types of International Business Negotiation // 4
◎ Chapter 2 Principles of International Business Negotiation // 13
2.1 Basic Principles of International Business Negotiation // 13
2.2 Theoretical Frameworks for International Business Negotiation // 14
◎ Chapter 3 Preparation for International Business Negotiation // 25
3.1 Collecting Information // 25
3.2 Forming the Negotiation Team // 26
3.3 Formulating the Negotiation Plans //29
3.4 Physical Preparations // 31
3.5 Simulated Negotiations // 32
?◎ Chapter 4 Opening of International Business Negotiation // 37
4.1 Types of Opening Atmosphere for Negotiation // 37
4.2 Opening Strategies // 38
4.3 How to Create a Good Negotiation Atmosphere // 41
4.4 Opening Statement // 44?
◎ Chapter 5 Bargaining Process // 50
5.1 Quotation // 50
5.2 Offering a Price // 53
5.3 Counter Offering // 55
◎ Chapter 6 Negotiation Strategies and Tactics // 61
6.1 Making Concessions // 61
6.2 Typical Hardball Tactics // 65
6.3 Strategies Used to Prevent the Counterparts Attack // 67
◎ Chapter 7 How to Break an Impasse in Negotiation // 72
7.1 Types of the Impasse // 72
7.2 Causes of Impasse // 73
7.3 Avoid the Impasse // 77
7.4 Resolutions of the Impasse // 78
◎ Chapter 8 Psychological Qualities and Creativity of the Negotiator // 84
8.1 Psychological Qualities of the Negotiator // 84
8.2 Psychological Management of Negotiators // 87
8.3 Creativity and Problem-solving in Negotiation // 89
◎ Chapter 9 Language Skills in International Business Negotiation // 96
9.1 Skills of Asking Questions // 96
9.2 Skills of Answering Questions // 99
9.3 Skills of Watching/Observing Body Language // 101
◎ Chapter 10 Inter-culture Communication in Negotiation // 107
10.1 Differences of Business Cultures // 107
10.2 Culturally Responsive Negotiation Strategies // 112
◎ Chapter 11 The Styles of Business Negotiations // 118
11.1 American Style // 118
11.2 German Style // 119
11.3 French Style // 119
11.4 British Style // 120
11.5 Russian Style // 121
11.6 Australian Style // 121
11.7 Chinese Style // 121
11.8 Japanese Style // 133
11.9 Korean Style // 123
11.10 Indian Style // 123
◎ Chapter 12 International Business Contract Negotiation // 128
12.1 Negotiation for Business Contract // 128
12.2 Conclusion and Validity of a Business Contract // 134
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