列维奇 商务谈判（第8版）Lewicki8eChapter03.pptxVIP

NegotiationSection 01:Negotiation FundamentalsChapter 03:Strategy and Tactics of Integrative Negotiation? 2019 McGraw-Hill Education. All rights reserved. Authorized only for instructor use in the classroom. No reproduction or further distribution permitted without the prior written consent of McGraw-Hill Education. Overview of the Integrative Negotiation Process2ContextCreate a free flow of information.Attempt to understand the other negotiator’s needs and objectives.Emphasize things that the parties have in common.Search for solutions that meet the goals/objectives of both parties.ProcessIde