商务英语 谈判策略英语.pptxVIP

;1)Separate the people from the problem means separating relationship issues (or people problems) from substantive issues, and dealing with them independently. People problems tend to involve problems of perception, emotion, and communication. 第一，始终强调在触及实质问题时，人与问题一定要分开分别处理。 People problems also often involve difficult emotions — fear, anger, distrust and anxiety for example. These emotions get intertwined with the substantive issues in the dispute and make both harder to deal with. Fisher, Ury and Patton suggest five tactics for disentangling and defusing emotional problems in the negotiation