列维奇 商务谈判（第8版）Lewicki8eChapter04.pptxVIP

NegotiationSection 01:Negotiation FundamentalsChapter 04:Negotiation: Strategy and Planning? 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. GoalsThe first step in a negotiation strategy is to determine your goals.Substantive, intangible, or procedural goals.There are four direct ways that goals affect negotiation.Wishes are not goals, especially in negotiation.A negotiator’s goals may be linked to the other party’s goals.There are