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f international business negotiation ? Oral negotiation ? Written negotiation Basic Forms of international business negotiation ? Formal negotiation ? Informal negotiation Basic Forms of international business negotiation ? By chief negotiators: ? Government to Government (G2G) ? Government to Business (G2B) ? Producer to Producer (P2P) ? Producer to Trader (P2T) ? Retailer to Producer (R2P) ? Business to Business (B2B) ? Business to Consumer (B2C) Basic Forms of international business negotiation ? Number of negotiators: ? Onetoone negotiation。 ? Teamtoteam negotiation。 ? Multilateral negotiation Basic Forms of international business negotiation Procedure Horizontal negotiation: Vertical negotiation: Nature and core of international business negotiation ? What for negotiation? ? “天下熙熙 ,皆為利來 。天下攘攘 ,皆為利往?!? ? 利:利 +名 +贏 實際利得 虛榮心 占便宜 利(實際利得) ? 利:金錢 or 實物 名(虛榮心) ? 滿足虛榮心:金錢?地位?贊美? ? PMP: MPMP? ? APMP? ? 請問一路走來。?(英雄談當年勇?) ? 未來的打算?(二十年后我還是一條好漢) 贏(占便宜) ? 單贏:零和游戲 ? 雙贏:分橙子 ? 我切你跳。(二選一) ? 各取所需。(真實需求) ? 禮尚往來。(以退為進) Summary ? Definition of negotiation: ? Features of negotiation ? Nature of negotiation Homework How to understand negotiation and features of negotiation? THANK YOU