《上海有一家制衣厂与日本A株式会社作了一笔生意日本A株_》-公开·课件.pptVIP

Chapter 3 Basic Principles for Successful Negotiation 上海有一家制衣厂与日本A株式会社作了一笔生意。日本A株式会社对该国内消费市场预测错误，当上海的货物按合同日期发到日本后已错过了营销旺季，导致了货物的大量积压。日方试图退货，双方为此而进行了一场谈判。由于日方是进货，而不是代销，按理买卖成交后所有权与风险责任都已转嫁。如果不是质量问题，中方就没有必要接受日方的退货。 中方如何做才能赢得长远利益？ Chapter 3 Basic principles of successful negotiation We are going to put forward six principles which would be abided by all participants through examining six frequently-committed mistakes by negotiators. At first, let’s review “theory of needs” and its application in negotiation, followed by the concept of “win-win mind” . 美国钢铁大王安德鲁.卡内基：谈判要满足