《商务谈判课件（英文）》Lecture 4.pptVIP

Lecture 4 The Bargaining Process Contents 4.1 Exploration (开局试探) 4.1.1 Time for exploration Negotiators in some countries always discuss topics other than business at the negotiation table, but not for long. It is usually moved to the specific business at hand after 5 to 10 minutes. It usually takes 5-10 minutes in the United States. But this is not the case in Japan: the goals of the non-task sounding are identical, but the time spent is much longer. 4.1.2 Topic for exploration You may choose the following as a topic: A completely irrelevant topic: the weather, sports news, entertainment n