国际商务谈判（英文版）_课件 Topic 0_Course Introduction、Topic 1 Essentials、Topic 2 Preparations.pptx

Zening SongPhD in EconomicsAssociate Prof. at IBS, BFSUAssociate Dean (international collaborations) Deputy Chair, China Association of International Business Negotiation 2 What is a negotiation?Negotiation as a fact of lifeNegotiation as a core management competence4 Common FailuresSettling for too little (winner’s curse)Settling for terms that are worse than if you hadn’t negotiated (agreement bias)Walking away from the table (hubris)Leaving money on the table (lose-lose negotiation)7 Why aren’t we better?No two negotiations are alike.Experience is not enough.Most of us don’t naturally t