青岛农业大学外国语学院商务视听与谈判II课件 Chapter4.pptVIP

Chapter Four Traditional Concept for Negotiation Determine each party’s own interest and stance Defend one’s own interests and stance; Discuss the possibility of concession Reach an agreement of compromising; Declare failure of negotiation OR WIN Modern Concept for Negotiation Determine each party’s interests needs; Find out other party’s interests and demand; Offer constructive options and solutions; Announce success of negotiations; or Declare failure of negotiation or negotiation in impasse A Case Contrasting the Results of Win-lose and Win-win Guided by win-lose concept 11 years passed wi