Unit 8 Strategy of Business Negotiation（课件）-《商务英语》同步教学（北京理工大学出版社）

2023-12-03

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Unit 8 Strategy of Business Negotiation Learning Focus（学习要点） Understand the conception of negotiation strategy. 理解谈判策略的概念。 Comprehend the main content of ten negotiation strategies. 领会10种谈判策略的主要内容。 Master the negotiation strategies flexibly. 灵活掌握谈判策略。下一页返回 1 Unit 8 Strategy of Business Negotiation Negotiation Awareness Good strategy always starts off as a proactive process, but it must also have the ability to become reactive to new information, which may be technical, political, legal, financial, or even personal in nature Negotiation process is an extremely complex process. How to ensure the realization of the established negotiating objectives depends largely on the development and flexible use of negotiating strategy. They are acting guidelines and policies of the whole negotiating process and are subject to modification with the progress of the negotiation 下一页上一页返回 2 Unit 8 Strategy of Business Negotiation Since different organizations work in different ways, and each has a characteristic style of negotiation, negotiators need training and experience before they can successfully handle the different styles of other parties. No single style of negotiation “wins”. It is the more skilled negotiator who will prevail. 下一页上一页返回 3 Unit 8 Strategy of Business Negotiation The Strategies of Business Negotiation Negotiation strategies are expected to achieve the negotiation objectives. They are acting guidelines and policies of the whole negotiating process and are subject to modification with the progress of the negotiation. Since different organizations work in different ways，and each has a characteristic style of negotiation，negotiators need training and experience before they can successfully handle the different styles of other parties. No single style of negotiation “wins” It is the more skilled negotiator who will prevail. 下一页上一页返回 4 Unit 8 Strategy of Business Negotiation Defensive strategies Asking questions: The most effective defensive stra

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Unit 8 Strategy of Business Negotiation（课件）-《商务英语》同步教学（北京理工大学出版社）

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