国际商务谈判（英文版）_课件 Topic 7 Power、Topic 8 Teams and Multiparties.pptx

Topic 7: Power in International Business NegotiationInternational Business Negotiation By Zening Song Learning ObjectivesUpon completion of this chapter, you will be able tounderstand sources of negotiation power（谈判力）develop ways to analyze and improve negotiation powerlearn to use persuasion in negotiations2 Lesson PlanPart 1Sources of Negotiation PowerPart 2Case Study: Negotiation between China Donghua and the Bank of Sudan 1.1 Main Sources of Negotiation PowerBATNAKeep your alternatives open, Evaluate your counterparty’s alternatives before the negotiation begins, Reveal your BATNA appropr