Part 5 NEGOTIATING.ppt

Part 5 NEGOTIATING Negotiating means taking action in order to achieve a situation acceptable to both parties. A negotiation is a meeting between two parties, and the objective is to reach an agreement over issues which: are important in both parties’ views may involve conflict between the parties need both parties to work together to achieve their objective ★ 管理者的世界是张谈判桌 ★ 谈判动力：需要和需要的满足 谈判的要素和种类 谈判策略 谈判技巧 第一节 谈判的要素和种类 一、谈判活动的基本要素 ■ 谈判主体 (参与谈判的当事人) ■ 谈判客体 (谈判的议题及内容) ■ 谈判目的 ■ 谈判结果 CHECKLIST: Negotiating Objectives What are our objectives? What outco