Chapter2国际商务沟通与谈判题库.pptVIP

Customer:$25. Shopkeeper: It cost me a great deal more than that. Make me a serious offer. Customer:$37.5. that’s the highest I will go. Shopkeeper: Have you noticed the engraving on that dish? Next year pieces like that will be worth twice what you pay today. Customer:...... Shopkeeper:...... Focus on Interests Not Positions Successful negotiations are the result of mutual giving and taking of interests rather than keeping firm on one’s own positions. 1.Identify the self-interests: explore and recognize the interests of the other party that stand in your way; Examine the different interests