国际商务谈判（英文版）_课件 Topic 5 Problem-solving、Topic 6 Trust-Relations-Ethics.pptx

Topic 5: Problem Solving in Negotiation;Learning Objectives;Lesson Plan;1. Mental Models of Negotiation;2. PRAM Model;3. Principled Negotiation Theory;3.1 Focus on Interests, Not Positions;3.2 Invent Options for Mutual Gains;3.3 Separate People from Problems;3.3 Separate People from Problems;3.3 Separate People from Problems-perception;3.3 Separate People from Problems-emotion;3.3 Separate People from Problems-communication;3.4 Use Objective Criteria;3. Principled Negotiation Theory;Lesson Plan;Case Study;Case Study;Case Study;Summary and Take-aways;Topic 6: Trust, Relationship and Ethics in