businessnegotiationsppt国际商务谈判资料教材.pptVIP

Chapter 2 International Business Negotiations What behavior is impressive when you meet your trading partner for the first time? -Appearance -Punctuality -Enthusiasm -Respect …… What qualities should a successful business negotiator have? Qualities for Face-to-face Negotiators 1)Technical knowledge 2)Character traits Shrewdness Gregariousness Patience Concentration Flexibility Articulating ability Endurance Sense of humor Negotiating Styles I. Graham’s four stage model Non-task sounding sound： v. try (especially cautiously or in a reserved manne