Negotiations国际商务谈判考试重点.docVIP

Negotiations国际商务谈判考试重点 Negotiations: a process of conununication between parties to Negotiations: a process of communication between parties to Negotiations: a process of communication between parties to num age conf1i cts in order for them to come to an manage conflicts in order for them to come to an manage conflicts in order for them to come to an agreement ,solve a problem or make arrangements. agreement ,solve a problem or make arrangements. agreement ,solve a problem or make arrangements. Conflicts: a dispute, disagreement or argument between two or Conflicts: a dispute, disagreement or argument between two or Conflicts: a dispute, disagreement or argument botween two or more interdependent parties who more interdependent parties who more interclependent parties who different and common interestes. different and common interestes. different and common interestes. Stakes: the value of benefits that may be gained or lost, and the Stakes: the value of benefits that may be gained or lost, and the Stakes: the value of benefits that may be gained or lost, and the costs that may be incurred or avoided, costs that may be incurred or avoided, costs that may be incurred or avoided. Negotiation procedure: 1. introduction of team members Negotiation procedure: introduction of team members Negotiation procedure: 1. introduction of team members negotiation agencki and its arrangement 3. forma1 negotiation 2?negotiation agenda and its arrangement 3. formal negotiation 2. negotiation agenda and its arrangement 3. forma1 negotiation 4? wrapping up. 4? wrapping up. 4. wrapping up. General structure of negotiation:1. cletermine interests and General structure of negotiation:1. determine interests and General structure of negotiation:1?determine interests and issues 2.design and offer opti（）ns introduce criteria to evaluate issues 2.design and offer options 3. introduce criteria to evaluate issues 2. design and offer options 3. introduce criteria to evaluate options 4. estimate