列维奇 商务谈判（第8版）IMChap04Lewicki8e.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 4 Negotiation: Strategy and Planning Chapter Overview In this chapter, we discuss what negotiators should do before opening negotiations. Effective strategy and planning are the most critical precursors for achieving negotiation objectives. With effective planning and target setting, most negotiators can achieve their objectives; without them, results occur more by chance than by negotiator effort. Regrettably, systemati