商务英语谈判Chapter 1讲诉.pptVIP

Chapter one Introduction and Overview of International Business Negotiation What is negotiation Negotiation is a bargaining situation in which two or more parties have a common interest to cooperate, but at the same time have conflicting interests over exactly how to share. A case: Ann owns a house which she wants to sell at $100,000, while Peter wants to buy the house at $80,000. Common interest: Ann wants to sell a house while Peter wants to buy Conflicting interest: Ann’ s price is 100,000 while Peter’s price is $80,000 What will be the possible price at which both Ann and Peter may a