教学配套课件：国际商务谈判英文版.pptVIP

* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * Chapter Eleven Distributive Negotiation and Price Negotiation It’s a piece of cake! That’s puzzling! Distributive Negotiations Win Lose Relationship: simple and secondary Issues: simple and tangible Reward system: win or lose Assumptions: only present interests Strategy used To reduce other’s resistance to making of concession To reduce other’s estimation that you will concede To exploit other’s trust, low skill and inexperience To