negotiation-skills-2.pptVIP

Negotiation skills (二) The Negotiation Process: Four Stages The Four Stages: Stage 1: Preparation (准备） Stage 2: Opening Statements （开局说辞） Stage 3: Bargaining （磋商） Stage 4: Settlement （签约） Stage 1: Preparation （1）. Decide your BATNA - always start with a clearly defined BATNA and stick to it （2）. List all key issues either party will want decided. Include tangibles, intangibles, throwaways…the more the better! （3）. Set priorities for the key issues （对谈判进程按重要性进行排序） by either: 1. Ranking; 2. Weights (%); 3.