服务。贸易5.pptVIP

Deal-crafting Toolkit 精制交易的工具 Objective Identifying joint gains at the bargaining table can mean the difference between being deadlocked (僵局) or reaching an acceptable agreement. It can also transform mediocre (中等的、不够好的) deals into outstanding ones. This set of exercises is intended to sharpen your creativity by highlighting the fundamental sources of value in negotiation. Instructions In the short scenarios that follow, you will be asked to analyze the basic structure of a negotiation. Specifically, identify: The precise source of potential joint gains. The barriers or obstacles that might p