《国际商务谈判》第一章.pptVIP

CHAPTER 1 The Nature of Negotiation The Titles A Few Words about Our Style Approach. Joe and Sue Carter. Characteristics of a Negotiation Situation. Interdependence. Mutual Adjustment. Value Claiming and Value Creation. Conflict. Effective Conflict Management. Overview of the whole book Chapter Summary. 1. A Few Words about Our Style Approach Be careful about how we use bargaining and negotiation. Negotiation is a very complex social process ; many of the most important factors that shape a negotiation result. Our insights into negotiation draw from three sources. (experience, m