列维奇 商务谈判（第8版）Lewicki8eChapter18.pptxVIP

NegotiationSection 06:Resolving DifferencesChapter 18:Managing Difficult Negotiations? 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. Managing the Shadow Negotiation and Social ContractThe shadow negotiation occurs in parallel and determines how the negotiation will proceed.The result is a social contract of how to proceed, who has influence and power, and the boundaries of the negotiation.Negotiators should discuss and create alig