國際商務(wù)談判課件雙語-在線瀏覽
2025-04-10 10:50本頁面
【正文】 g 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 tangibles (., the price or the terms of agreement) The resolution of intangibles (the underlying psychological motivations) Interdependence In negotiation, both parties need each other This mutual depen
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