国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter10.pptVIP

国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter10.ppt

  1. 1、本文档共13页,可阅读全部内容。
  2. 2、有哪些信誉好的足球投注网站(book118)网站文档一经付费(服务费),不意味着购买了该文档的版权,仅供个人/单位学习、研究之用,不得用于商业用途,未经授权,严禁复制、发行、汇编、翻译或者网络传播等,侵权必究。
  3. 3、本站所有内容均由合作方或网友上传,本站不对文档的完整性、权威性及其观点立场正确性做任何保证或承诺!文档内容仅供研究参考,付费前请自行鉴别。如您付费,意味着您自己接受本站规则且自行承担风险,本站不退款、不进行额外附加服务;查看《如何避免下载的几个坑》。如果您已付费下载过本站文档,您可以点击 这里二次下载
  4. 4、如文档侵犯商业秘密、侵犯著作权、侵犯人身权等,请点击“版权申诉”(推荐),也可以打举报电话:400-050-0827(电话支持时间:9:00-18:30)。
  5. 5、该文档为VIP文档,如果想要下载,成为VIP会员后,下载免费。
  6. 6、成为VIP后,下载本文档将扣除1次下载权益。下载后,不支持退款、换文档。如有疑问请联系我们
  7. 7、成为VIP后,您将拥有八大权益,权益包括:VIP文档下载权益、阅读免打扰、文档格式转换、高级专利检索、专属身份标志、高级客服、多端互通、版权登记。
  8. 8、VIP文档为合作方或网友上传,每下载1次, 网站将根据用户上传文档的质量评分、类型等,对文档贡献者给予高额补贴、流量扶持。如果你也想贡献VIP文档。上传文档
查看更多
International Business Negotiation Chapter10 Negotiation Strategies Teaching Objectives After studying this module, you should be able to know: 1. Strategic considerations 2. negotiation strategies; 3. choices of strategy; 4. how to develop your own negotiation style Contents 10.1 Improving Negotiation Skills “Strategy” is considered as comprising the techniques used in the actual process of negotiation, as well as the tactics used as devices to implement the strategy. 10.3.1 The Competitive Strategy (1)Alternatives to Settlement (2)“Anything But That” (3)Bluffing (4)Bringing in the Media (5)Creating Deadlock (6)Diversion/Distraction (7)Done Deal (8)Good Cop/Bad Cop Thanks! * L/O/G/O * Improving Negotiation Skills Developing Your Negotiation strategies 1 2 3 Strategic Considerations 10.2 Strategic Considerations 10.2.1 The repeatability of a negotiation 10.2.2 The strengths of negotiating parties 10.2.3 The importance of a deal 10.2.4 The time scale 10.2.5The negotiation resources 10.3 Developing Your Negotiation strategies 10.3 Developing Your Negotiation strategies 10.3.1 The Competitive Strategy (9)Irrational Behavior ?(10)Limited Authority (11)Limited Time (12)“Poor Me” (13)Silence (14)Straw Man (15)Turnabout (16)Use of Power 10.3.2The Accommodation Strategy (1)Face-Saving (2)Identification (3)Take the Lead Oar (4)Take Reasonable Actions 10.3.3 The Compromising Strategy (1)Bit-by-Bit (2)Conditional Proposals (3)“Log-Rolling” (4)“Splitting the Baby” (5)Tit-for-Tat 10.3.4 The Collaborative Strategy (1)Flexibility (2)Focus on Process (3)Identify with Others in Similar Circumstances 10.3.5 The Avoidance Strategy (1)Negotiate Money Issues First (2)Negotiate Non-Money Issues First (3)Refuse to Combine Negotiation of Related Disputes (4)Walk Out of the Negotiation (5)Withdraw an Issue (6)Switching Strate

文档评论(0)

开心农场 + 关注
实名认证
文档贡献者

该用户很懒,什么也没介绍

1亿VIP精品文档

相关文档