i剑桥国际商务英语 unit 14 negotiations.ppt

Unit 14 Sales and negotiation Negotiations Mixer Next time I suggest you try “Win-Win” Negotiating” Negotiating Challenges for a PM The Pre-Negotiation Planning Phase Understanding Key Motivators Handling Emotions Emotional Challenges Anger/exasperation Insulted Guilt False flattery Recommended Response Allow venting. Probe for why What wouldn’t be insulting? Focus on issues Re-focus Negotiating around Fixed Positions Practice Win-Win Negotiations Exercises Analysis of Exercise 1 Exercise #2 Analysis of Exercise 2 Exercise #3 Analysis of Exercise 3 Exercise #4 Analysis of Exercise 4 Oth