国际商务谈判(第三版)ppt Chapter 5.pptVIP

Chapter Five First Component of CPN —Separate People from Problem Understand the other party: put yourself in their shoes, not blame them for your problem; Control emotion: Allow the other side to let off steam, not react to emotional outbursts; Strengthen communication: listen actively and acknowledge what is being said, Speak about yourself, not about them, Avoid trying to score points and debating them as opponents Second component of CPN Focus on Interests Not Positions Position is the attitude or stance of negotiators toward their interests. Story of two readers and the librar