会展英语方向英语语音-广东科技学院大讲堂.PPT

A negotiator should do his best to guard his information carefully and also try to get information out of his opponent. To a large extent, the negotiator’s bargaining power depends on how clear he is about his goals, alternatives, walk-away values and how much he knows about those of his opponents. Once he knows these values, he will be in a much stronger position to figure out when to concede and when to hold firm in order to best influence the response of the other side. Common tactics in distributive bargaining include: 1. trying to gain an advantage by insisting on negotiating on one’s own