國(guó)際商務(wù)談判課件雙語(yǔ)(完整版)
【正文】 tiation Interdependence Negotiation Sandtraps The Nature of Negotiation Negotiation is something that everyonedoes, almost daily.Negotiations occur for one of two reasons: (1) To create something new that neither party could attain on his or her own(2) To resolve a problem or dispute between the partiesThe Nature of Negotiation Characteristics Common to All Negotiation Situations 1. There are two or more parties 2. There is a conflict of interest between them 3. Parties negotiate because they think they can get a better deal than by taking what the other side will give them. 4. Parties prefer to search for agreement rather than:Fight openlyCapitulate Permanently break off contactTake their dispute to a third partyThe Nature of Negotiation expect give and take. They expect both sides will modify or give in somewhat on their opening statements, requests, or demands 6. Successful negotiation involves: The resolving of t
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