6.管理沟通谈判技巧.pptVIP

Part 6 NEGOTIATING;;Negotiating means taking action in order to achieve a situation acceptable to both parties.; ;; 第一节 谈判的要素和种类;谈判活动的基本要素;CHECKLIST: Negotiating Objectives;Do they know our objectives? Our fall-back position? How much room for manoeuvre is there between our two positions? How strongly are we committed to our objectives as a negotiating team? As representatives, how strongly are our constituents behind us? What is the best outcome we can realistically hope for? The worst we would be prepared to settle for? ; 二、谈判的种类;A方愿望范围;;表6．1 对抗性谈判与合作性谈判比较 ;表6．2 对抗性谈判与合作性谈判中的谈判者比