商務英語談判課件(PPT 35頁)

Business Negotiation English
Objectives
Chapter 1
Definitions:
2. When do people negotiate?
Practice: Please check off the following situations that represent negotiations.
3. Types of negotiation:
Types of negotiation:
4. Principle of Collaborative negotiation
The assumptions :
Disadvantages :
5. Principled negotiation
*Separate the people from the problem.
*Focus on interests, not positions
*Invent options for mutual gains
Steps for overcoming the obstacles
Before brainstorming:
During brainstorming:
After brainstorming:
Steps for overcoming the obstacles
Insist on using objective criteria
Three basic points:
Case Study
Solution:
Questions:
Simulated negotiation 1
Simulated negotiation 2

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