合作型谈判培训教材.pptxVIP

Integrative Negotiation 合作型谈判;Overview;双赢理念 Win-win Concept;传统理念Traditional Concept;双赢理念 Win-win Concept;两种理念的区别Difference between Two Concepts;思考与讨论题; 合作原则谈判法Collaborative Principled Negotiation ;Harvard Principled Negotiation ;Harvard Principled Negotiation; Harvard Principled Negotiation;一、对事不对人Separate the people from the problem;一、对事不对人Separate the people from the problem;二、着眼于利益而非立场 Focus on Interests not Position;二、着眼于利益而非立场 Focus on Interests not Position;利益的种类(Types of Interests);利益是问题的关键;制定双赢方案 ?Invent Options for Mutual Gain;制定双赢方案 ?Invent Options for Mutual Gain;引入客观评判标准 Intr