第2章 5节 结束谈判.pptVIP

Chapter 2 Strategy and Tactics of Distributive Bargaining;5. Closing the Deal;Provide Alternatives 提供可选择方案;Assume the close 假定结束;Split the Difference 分清不同之处;Exploding offers 极端报价;Sample of Exploding offer ;Sweeteners 给对方特殊让步;Some Summary In this chapter, we examined the basic structure of competitive of distributive bargaining situations and some of the strategies and tactics used in distributive bargaining. Distributive bargaining is basically a conflict situation, wherein parties seek their own advantageous. Hence, effective distributive bargaining execution, and constant monitoring of the