列维奇 商务谈判（第8版）IMChap18Lewicki8e.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 18 Managing Difficult Negotiations Chapter Overview In this chapter, we turn to situations where parties are using different models to guide their negotiation because they have diagnosed the situation differently, possess different levels of negotiation sophistication, or simply from habit. The authors believe that many negotiators are less familiar with collaborative negotiation and use it less frequently than they shoul