charpter4商务谈判资料教材.pptVIP

Charpter 4;Relationship between Key Steps in the Planinning Process;What drives the negotiation strategy; Goals---the forcus that drives a negotiation strategy;Goals;Direct effect of goals on the choice of negotiation strategy;3. There are boundaries to what our goals can be. 4. Effective goals must be concrete, specific and measurable. to agree on a price so that the loan payment doesnt use all of my paycheck( 薪水).;Indirect effects of goals on choice of strategy---episodic assumption (情景假设）;A focus on substantive goal success typically involves the assumption that this single nego