国际商务谈判第二版Chapter7-10.pptVIP

--Integrity to ask for a win-win solution persistently --Ability to endure equivocal things --Spirit of competition --Good negotiator should not have a strong desire to be liked (Maslow—theory layers of human needs: Survival, safety, social communication, self-satisfaction, self-realization) 2. Creative negotiation agreement -- Segmenting the problem into parts that can be solved --To find differences: prioritizing and reprioritizing of problems -- Enlarging the pie -- Bridging -- Reducing cost -- Unspecific compensation -- Creating contingent contract 3. Creative negotiating strategies (1)Me