列维奇 商务谈判（第8版）Lewicki8eChapter20.pptxVIP

NegotiationSection 07:Concluding CommentsChapter 20:Best Practices in 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. Be PreparedPreparation gives a negotiator several advantages.They understand their own interests and BATNA.They can more effectively analyze the other’s offers.They understand the nuances of the concession-making process.They achieve their negotiation goals.Preparation should occur before negotiation be