国际商务谈判（英文版）_课件 Topic 3 Distributive and Integrative Negotiations、Topic 4 Styles.pptx

Topic 3: Distribution and Win-Win in NegotiationsInternational Business Negotiation By Zening Song Learning ObjectivesUpon completion of this chapter, you will be able tounderstand the concepts of distributive and integrative negotiationslearn the common strategies of distributive and integrative negotiations2 Lesson PlanPart 1Distributive and Integrative NegotiationsPart 2Case Study: Negotiation Between China National Chemical Group and UAE’s Oil Company 1.1 Definition and Features of Distributive NegotiationA type of negotiation in which both parties negotiate about a single issue or fixed