TheImportanceofRelationships解析.pptVIP

The Importance of RelationshipsDifferent Notions of Value ----------Preparing for a Negotiation 第11组 冯照丽 王珊珊 石帆 Contents Introduction------Case study Four Concepts Preparing for a Negotiation—Nine Step Conclusion Case Study 1 Four Concepts in the Previous Chapter: 1、BATNA and reservation price ； 2、Those of the other party’s ； 3、The zone within which can be forged; 4、Opportunities to create new forms of value. Step 1 Define a Good Outcome for You and the Other Side Step2: Identify Potential Value-Creation Opportunities Case Study: If Phil eventually recognized Laura’s key issue as o