国际商务谈判(第4章)-e.pptVIP

Chapter 4 Types of Negotiation Categories of Negotiation Bilateral and Multilateral Focus group and One-to-one Vertical and horizontal Host venue, guest venue and third party’s venue Soft, hard and principled Distributive and integrative Bilateral VS. Multilateral Judged by how many parties involved in a negotiation Focus Group VS. One-to-One Focus group VS. One-to-one Focus group： Collective wisdom Advantage in power contrast Better applied negotiating strategies More likely to fulfill the contract One-to-one： Flexible Efficient Light air Unnecessary to care about the coordination In