.商务英语Principles.ppt-sl.pptVIP

Lecture Two Principles of Business Negotiation 4Cs in Negotiation The context of the 4Cs in which negotiation takes place.谈判要明确的四点背景内容 Common interests (谈判者追求的目标) Conflicting interests （要谈的内容） Compromise （取舍点） Criteria or objectives（明确目标及实现的准则） Negotiation environment The composition of international negotiation environment:会影响谈判的战略和策略 1.Political system 2.Economical system 3.Social system 4.Cultural system Some Basic Negotiation Principles Principle of willingness ( premise of negotiation ) Equality Principle ( foundation of negotiation ) Principle of Mutual Benefits ( aim or goal