国际商务谈判（英文）Chapter 5 The Bargaining Process.pptVIP

* * * * * * * * * * * * 5. What can cause negotiations to fail? How important is it to maintain a positive tone throughout the meeting? Negotiations can fail for a variety of reasons: competitors offer a better deal; problems seem too difficult to solve; personalities clash; negotiating styles clash. Most negotiations will encounter difficult problems. There is a much greater chance that solutions will be found if both parties keep sight of the main objectives and maintain a positive tone. 6. Fill in the blanks 1). At the start of the bargaining phase we need to establish what the other p