列维奇 商务谈判（第8版）IMChap03Lewicki8e.docVIP

PAGE PAGE 1 Copyright ? McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Chapter 3 Strategy and Tactics of Integrative Negotiation Chapter Overview The fundamental structure of integrative negotiation allows both sides to achieve their objectives. The goals of the parties in integrative negotiation are not mutually exclusive. Although the situation may initially appear to the parties to be win-lose, discussion and mutual exploration will often suggest alternatives where both parties can gain. A descrip