国际商务谈判新jsp(1).pptVIP

QUESTIONS ABOUT SHAPING THE STRUCTURE Question 3: Are You Involved with the Right People? Question 4: Are You Building Your BATNA? Question 5: Are You Shaping the Issue Agenda? Question 6: Are You Winning the Frame Game ? Question 7: Are You Channeling the Flow? QUESTIONS ABOUT MANAGING THE PROCESS Question 8: Are You Moving the Process Through the Right Phases? Question 9: Are You Creating Value as Well as Claiming It? Question 10: Are You Accumulating Negotiating Capital? Question 11: Are You Crafting Sustainable Agreements? Question 12: Are You Upholding Your Ethical Standards? Q