国际商务谈判(第三版)ppt chapter 1.pptVIP

INTERNATIONAL BUSINESS NEGOTIATION BAI YUAN PUBLISHED BY PEOPLE’S UNIVERSITY PRESS What are the focuses? Basic negotiation theories: negotiation motivation, negotiation structure，win-win concepts, CPN, law of interest distribution, negotiating power, law of trust, Game theory in negotiation, personality vs negotiation modes, cultural pattern vs negotiation pattern Case study: famous cases facilitating understanding of the theories Negotiation practices: simulations, team work, group discussion, QA, negotiation competition Introduction Case Characters: Mr Zhang: a teacher of a middle school