




版权说明:本文档由用户提供并上传,收益归属内容提供方,若内容存在侵权,请进行举报或认领
文档简介
BusinessNegotiation–Lesson2Chapter1Slide1Oneofthemostimportantthingstorememberinbusinessistonevermakeenemies.Youdon’thavetoloveeveryone,butifyoudislikesomeonemakesureyoudon’tshowit.Yourenemytodaymaybeyourbosstomorrow.Slide2Thebasicprinciplesofnegotiationare:-communication,negotiableissues,commoninterests,giveandtake,trustandtobeagoodlistener.Slide3Themostsuccessfulnegotiationendswithawin-winsolution.Bothpartiesmustfeelasthoughtheyhavegainedsomething.Bothpartiesmustnegotiatetowardsamutualgain.Slide4Beforenegotiationsbegin,bothpartiesshouldknowthefollowingsixdetails:-why,whowith,what,where,whenandhowtheynegotiate.Slide5Negotiationisaprocessofexchanginginformationbetweentwosidesandbothsidestrytounderstandeachother’spointsofview.Bothpartiesknowthattheyhavecommonandconflictingobjectives,sotheytrytofindawaytoachieveacommonandhelpfulobjectivethatwillbeacceptabletothemboth.Slide6Insummary:commoninterestsmustbesought.Negotiationisnotagame.Inasuccessfulnegotiation,everyonewinssomething.方Slide元7喜使Succe窃ssis菠n’tw绪innin恐geve绕rythi哪ng–状it’s脊winni馋ngen而ough.蛾Slide虽8先读Inne饰gotia敲tion,箱认both疾equal轿itya外ndmu奉tual佛benef饲itar绪e允very最impo凉rtant阀.Bo船thpa乖rtie并sare顾equa饺lin摧statu尾s.T煮heyh规avee脂qual如right链sand毛obli训gatio址ns.短Remem去bert既hati弦nas书ucces惊sful音negot图iatio塔n,ea掀chpa榴rtym晕ustg宋ains爷ometh梨ingo由rthe室reis愚nor沙eason歼for突the探other诵part常yto仗parti南cipat堆e.B咳othp居artie沫ssho床uldp尸repar暮ewel架lfor统the星negot当iatio板nand饺b智erea篇dyto嘉sati龄sfyt尘heot抓herp干arty’谜snee药dson蛛ane勾qual罢basis央.伙Slide队9计很Throu梳ghne息gotia卵tion,瓣both罗part钱iesa荡rese捐eking饮ana原rrang仁ement妙ofa边busi咏ness吨situa嫁tion.寒The果purp埋oseo给fthi坛sis寨tose晴eka鞋win-w宝insi劲tuati钩onin脂stead建ofa苍win-践lose嚼one.桂Iti仗sthr券ough黄since臂reco废opera郊tion荣that枣this扔resul男tcan西bem择ade.符Slide潜10乱宴Since遍rity谱isve检ryim抚porta歉ntfo夺ran军egoti怨ator’须ssty野le.D里evelo创ptru通stbe该tween缩the锣twop壮artie絮s.T醋reat巡other踩sas状youw赠antt片obe拴treat由ed柔,币this锡will朝prom塘otet忍hene松gotia往tion厘andg危etsu读ccess贝fulr薯esult晨s.名Slid均e11队啊Keep爱itfl昌exibl覆eand趁flui口d.D锁onot矿bet段oori纵gidi趟nwha反tyou尸want点tog明ive郊,珠and群inwh付atyo踪uwan遗tto梨take.誓All肯nego等tiati念onsa极rea泥proce脖ssof冲cons逗tant翼think哪ing,壁exch徒angin乔ginf俊ormat西iona缴ndco槽ntinu社ousg贯iving止.Be奇fore杏negot团iatio隶ntry魂and物work饭outw岂hatt玉he后other匙part仍ymig芬htbe椒thin幕king,圾what惨thei踪rnee闪dsma董ybe炸andw润hatt交heir军tacti玻csmi拐ghtb彩e.弱蹄Slide兼12播鸭Durin粮gneg运otiat吃ion,催itis怨very详easy忽for肾confl自icts良toha孙ppen.过It葱mayb白etha甚tone善side吹want陕sto基take吓more皆than距what壮they遣give.末Whe唯nthi篮shap瑞pens,育eith缓ersi础dema组ybre蔽akou旋tof盖ther永elati灶onshi蹲p.T御hisi借sal芽ose-l唉oses乳ituat描ion.况Iti介sin垮both遵parti竹esin践teres它tsto班find归ways献tom杰inimi高zeth押eirc织onfli锤ct茎to牛achi倾evea踪win-诵wins嘴ituat冒ion.化Slide收13碗稀Most摩busin猫essn冰egoti阳ation贺stak栏epla分cebe教tween词supp求liers棍and嘱purch烘asers家标(sell渠ersa京ndbu鼻yers)叮.A灰suppl难ierc律annot育exis糖tunl猪essh臂ehas阿apu净rchas秀er.冈Slide芽1耗4诚手Ofco止urse且inne刊gotia帆tions粪both阵part胞iesw封antt衰ogiv缠eas说littl弯eas扎possi悼ble,翠andt简otak矮eas含much赖aspo恒ssibl谈e赌,g浇ain经ing谣asm些uchp捎rofit预asp治ossib仰le凉int男hepr退ocess萄.So光duri丝ng秒negot纲iatio攻nsbo钥thpa雁rties晶usua屿llyg欠iveo饥nlya吓litt练leat攀ati茧me.杀Slide餐1前5减聋Both少parti祥esmu饲stbe色flex贿ible陕andm撞akec息hange呜sdur共ingn态egoti度ation袜asr迟equir且edby居the揉situa脂tion.胆Slide秋16概受Negot委iator效snee滩dto相beco斜opera锦tive捐andd兵edica纹ted,忧tofi兔ndth锤ebes址tsol撒ution坡合possi私ble,登inste币adof尾just寺bein狸gcon喜cerne茫dwit委hthe梦irow亲nnee侧ds.宾Slide屋17森属Inne阀gotia己tion,克both坏side茎smus厦ttry垫tor梁each丽anag畅reeme舅ntth饱atma杨ximiz挑esth饼eiro金wnou高tcome酿.Th邮isma检ylea翻deit肚hers网idet分obe耗conce烧rned捆only粮with礼their曲own篮gain呜andi亚gnore牌the犁needs拦o根fthe钻othe股rpar库ty.络Remem晕bert卧hatm诵ostb帮usine竟ssre伯latio再nship屋slas摔tfor燕alo疾ngpe喝riod墙ofti宾me,s辰oit刺isbe堡nefic奥ialf假orbo正thpa山rties到tog壶aina群win-拥wins臣ituat复iona逝ndco击ntinu评ethe贿busi怠ness仓relat贿ionsh流ip.咐Slide碧18候凯Thet廊hree桂stage岔sof剩negot驰iatio薄nare战:-pr屯e-neg碍ot铁iatio本n,du庙ring胁negot旬iatio敌nand勇post涂-nego销tiati鲁on.且Slide涂19肃途Thep捧re-ne裤gotia辆tion稳stage放begi拦nsfr对omth涌efir朴stco数ntact贡betw狡eent概hetw舅osid秋es.馒This紫iswh奶enth革eysh友owin龄teres投tin淋doing悦busi碍ness蚀with稻each斧other鞋.Du胶ring任this坛stage茅the醉gathe栏ring抵ofin但forma埋tion循wi诉llde搜termi买neth挤esuc慕cess化orfa汗ilure月oft低hene财gotia纪tion.扎The连info酬rmati逮onto莲beg划ather行edby稿eith修erpa投rtys臭hould催incl蒸ude:-逝the程marke每t,po桶licie境s,re吸gulat深ions达andf牌inanc虎ialb青ackgr棕ound.巷写Slide门20侄曲Thes萝econd蚁stag侦eof拉negot滨iatio盒n(du湿ring许negot取iatio格n)ha臭sfiv娘ep净hases止thro喷ughw铁hich呆itmu举stpr滥oceed踪.Th寨eyar发e:-e浆xplor役ation宏(fin鬼ding佛outw颤hatt禽heot丘herp捆arty羡want)拨,bid落ding略(givi隔ng),剪barga范ining芽,agr朵eeing斧and押makin派git局offic鉴ial(秃contr饲act).株Slide暑21刷乔Thet腾hird熟stage眠isp举ost-n价egoti狸ation隐.At穗this弄stag消e,al金lthe娱term乌shav存ebee失nagr培eedu免pona承ndth爬econ询tract袍isb峰eing德drawn腾up,筒ready悔tob党esig津ned.卫Busin唯essN食egoti均ation达–Le个sson啦4Cha驻pter毁2锁Slide售1斑已Title妹page步-To医dayw贡eare茫work沿ingo筐ncha璃pter酷2.速Slide植2双邻Prope缝rBeh池aviou混rin因Busin鲜essN勿egoti笋ation董.腰Peo骄plea贸lways圣make搬assu僵mptio扔n匪sbef芬oren聚egoti油ation陆and圈tryt抄ogue慧sswh疼atth币eoth僚erpa环rtya叶reas槐sumin匹g.A油ssump象tions涝may猜betr受ueor四fals寄e,th储eyne缎edto世bev安erifi嫩ed.盟Liste标ning,慕talk扫ing,命inqui帐ring贫ando窜bserv桥inga壤reve独ryim甜porta籍ntfo牢ras卵ucces顺sful毅negot敬iatio式n.颤Slide朋3猜诵Hidde杆nAss欠umpti医ons止.郑Weso艺metim绸espl辱aceo陵ursel拦vesa舱tag旱reat挺disad努vanta蛋gewi廉thhi廉dden嚼assum佛ption砍sabo叼utwh划atot隔herp坝eople济’smo暖tivat该ions叉anda灯ction础smig端htbe宾.Do舅n’ta克ssume悦you狮know饮every号thing故abou漫tyou附ropp衡onent姨s.逆Slide爪4茄慈Liste宽ning.木衡Liste鲜ning盖caref活ully华toth乏ewor骗dssp胡oken晶byt它heot昆herp逃arty凳isve哥ryim元porta蝇nt.斥Youm摧ustu膝nders疾tand肤what肯then史eeds续ofth蛾eoth诊erpa搬rtya屡re.缩Payin齿gatt蜻entio救nto估phras桥ing(巴thev笨ocabu乏lary傍they辱use),茅thei构rcho工iceo路fexp康ressi浑ons,缝them喊anner雕isms侵ofsp盼eech店andt秃heto轿neof遭voic氧ethe见yare拳usin逼g.A虏llof寄金these忙elem栋ents陶give富youc触lues学toth粒enee蚕dsof送what夜the钥other会part绕ywan贺ts.帖Slide绳5饮阵Theb上arrie拦rof够liste预ning.包局Some停topic秀sare朱rath保erdi谋fficu掠ltan贩dhar武dto窄compr手ehend卸,do哀notg娇etdi叠strac念ted,盆stay否focus笔sed.锐Ifn咳ecess验arya岂skth慌espe肝aker故tore莲peat趴somet拴hing耐t图haty店ouha氏vemi耻ssed功ordo雕not呼fully版unde年rstan井d.W奔heny匠ouar锐etak瓣ingn拜otes,姻conc牌entra枣teon惯the唐conce省ptsa菜ndpr扩incip彩lesf验irst刮andt聋heni借fyou类have涝time欺,wri车tedo俗wnth执efac烫ts.辛Slide泛6桐斩Activ帆elis梨tenin米g.集When肺someo纤neis丢maki敞nga逢point忙orp泉resen境ting舅anop西in乳ion,迫dono艰tint获errup矛tunt影ilth猴eyha暂vefi归nishe岁dspe晨aking明.Th结enyo劝ucan贸ask本them赠tore感peat蔽anyp泄arts洋that浙youd过idn’t谣unde酒rstan灿d.薯Slide昆7嫌偶Negot型iatio厨nlan凯guage士.疯Yous沫hould坐only寄comm怜unica可teth杀epoi河ntsn熄eeded峡,to幼encou搬rage健thea侍ction纠your气part确ydes递ires.陆Your表party谜shou娇ldbe发info帐rmati批ve,t疮osup顽port链only障thed裂etail烤snec数essar歌yto洗make响your涨offer抽clea延r.K想eepy快ours敏enten悠cess崖imple大.Yo鱼urpr蜻esent自ation浆shou煮ldbe述fair中and栏consi谣derb窑otht遥hepr鹿osan育dthe续cons西.Yo世urpr扰esent秋ation蜡shou真ldbe善coop混erati拼vean细dfri炕endly武,not内婆argum搞entat吃iveo古rhos拳tile.宋It饼shoul之demp奇hasiz逗ethe葱posi层tive羡point供s,no胃tthe资nega败tive膛point简s.拦Slide轻8范隶Aspec熔tsto猎bea幸ware繁of.泄Liste赵ners代judge恰you胸byho傍wyou养talk盖.Yo端ursp侨eakin盯gvoi笼ceis旗one折ofth筋efir健stim辅press热ions近peopl鸦ehav桥eof昆you.品Ape刻rson张mayb侍ech稀aract呈erize驴das瓶frien尤dlyi雀fhis酷orh腊ervo室ices饲ounds返warm甜and召well射modul挖ated.殃If瞧someo郑neha篇saf迁latm微onoto死nous蛇voice瓶they功will熟bej驶udged旷asd稀ulla撞ndbo渡ring.国Do帐nott淋alkt政oofa薪stor巡you颗will散give纤thei鉴mpres鲁sion具that养youa希rene提rvous穿and救notc铜onfid府ent.洒Slide杂9笨河Askin如gque植stion画s.览Inan终appr克opria昆tesi痒tuati慈onyo舒usho愧ulda汪skth捷eoth键erpa针rty“代What欺doyo范uwan悼tfro婶mthi圈sneg间otiat邻ion?圾What主are电your楼expec指tatio类ns?斥What威would扁you蒜like阿toac故compl验ish?”楚B衬equi腹etaf转tera沉sking库aqu效estio染n,en此coura毙geot鞋hers手tota纳lkas绸muc剪has镰possi敏bles捆oyou患can海gain要more欢infor催matio抱n.W耻heny阅ouas么kque浑stion明s,ma凝kesu锤reyo脑ulis弊tent统othe填answ度ers.筹Slide辜10锅楚Answe贝ring酷quest饼ions.蛋丰Alwa罚ysgi低veyo犹ursel敬ftim杨eto概think孝abou举tthe斯ques括tion荣being腿aske牵d.N光ever棉answe颂runt易ilyo捞ucle痛arly盟under狼stand馋what行isb宣eing娇asked艇.Do雅not筒beem蛇barra胁ssed搏toas共kthe喝mto壶expla爪inth妙emea只ning钞ofth椅eirq胶uesti烦on.饿Befor仗eneg敞otiat导ions效begin啦,ant捎icipa健tewh捎atqu承estio援nsma站ybe绑asked监,so炮that顽youc国anpl返anyo也uran复swers碰befo各reth概eneg丽otiat烧ion.黄Slide锅11珠拜Obser悟ving.鱼蜻Besid得esli肺sten驱ingt译othe摆othe技rpar械tyin肃ana胜ttemp遍tto缎learn缠thei桃rdes断ires傅andn烟eeds,叉you双must拾also恢close狱lyob傅serve跑thei锈rges获tures帖.Bo衡dyla款nguag顶eand烛gest纽ures台arev敌eryi卧mport塞ant.含联Our根entir算ebod顿ies,合inclu称ding泳ourh陵ead,缠arms,辽hand滥s,fi疤ngers标and权even抄ourp幅ostur握ecan士conv位e拿yam浴essag央e.荣Slide捏12惠因Eyec配ontac丛t性.A俭perso闲nwho胜look搭sawa可yal滔otwh此ilel省isten坐ingt常oyou谜iss仿howin茶gtha耳tthe匪yare概not刚happy胳with闪with殊you暖orwh市atyo洁uare浓sayi突ng.倘Slide辟屈13习兔Them控outh舟.Wh绒enyo腐umee妄tor猎greet糠some以one,示yous坦hould蔽dos遵owit梁haw质arm,乏genui阴nes耳mile.裕给Slide笼14巷前Hands楚.W绍haty食oudo肯with粮your造hand湖sis水aver养ysig鸟nific躺antf寨ormo睡fbod诞ylan熔guage御.Yo凡urha孟ndsha斯kere税veals蹲clue侄sto异what黄your穿eally傍thin轰kof央someo盖ne.额Afir王mhan仙dshak德egiv辩esth闷eimp梅ressi狡onof术conf敌idenc拉eand阵seri哀ousne龄ss.岸Thew柱eakh顾andsh钻ake煌has笑noen救ergy梢atal真land锁sugg学ests胆alac曲kof权confi飞dence肃,int盆erest歉and匹warmt险h.I夜fthe咸othe隶rpar洽typu虽tsbo拔thof险his/迹herh野ands山onth晋etab花lean侵dhe/疯shel拉eans跃forwa艘rd,i拦tmea间nsth边eyar穷econ贩fiden哗tand怨read俭yto要getd晕ownt困obus友iness散.碌Slide泄想15弟楼Then孔ose呢.T轻ouchi独n绳gthe羊nose论ors蜡lowly盗rubb吼ingi常tusu垫ally裳means芒some专oneh必asdo楼ubti蛋nwha萌tthe办yare污sayi屋ngan贫dmay帝beit顺coul似dind提icate乌that殖this陡pers洪onis蝶lyin悉g.正Slide蒙涉16浸牢Thel变egs工.势Ap穗erson奖whos朋eleg载sare屈cros树sed,长andw烂hois缺lean匹inga赤wayf方romy耳ouis铁prob上ably块very竖compe竭ti仓tive.贸If另someo知neha溪sthe批irle娘gscr赔ossed兴and话their螺arms豪cros页sedt木heyw壤illb虎edif痛ficul握topp顶onent怎.If专the斗perso瞧nhas炕thei格rleg幕scro碍ssed答andt应heya我resw应ingin效gthe逗top限legi话tmea籍nsth能atth傲eyar完epro累bably予bore按dwit饺hyou厅ride瘦asan迅dopi微nions由.馋Ifso宁meone径like象syo爬uor相your抵ideas宁they锐will嫩lean却forw投ards提light外lyin丰are付laxed小mann冒erwi拢tha扮sligh蝴tlyc消urved迈back畏.直Slide池17格队TheF外eet.趋Ape梁rson沉whose既toes林are荣turne珠dtow扰ards狐each可other耕(pig摔eont递oed)室ortu吓cked捎under筛the竞chair浴isv狭eryt骑imid爬orsc念ared.架Busin愉essN捐egoti装ation中–印Less杰on6骂Chapt尽er4敲Slide止1呆尤Title逝Page继–To息dayw类ewil巡lwor拼kon虎chapt僻er4.按Slide育2待划Prepa壤ring孟forN目egoti张ation象.A该succe至ssful帝nego贸tiati握onis拒dete乓rmine危dby扰itsp速repar径ation济.Th盆inkin回gbef王oreha星ndab靠outw回hoyo欲uare翼goin闲gto急meet,腿what芬isg熄oing忧tobe蚁disc风ussed刊,祥and横what闹will朱beth卧ebes车tapp闻roach付isv扩eryi维mport矿ant.傻Good立prep晕arati浸onha孩san顺impac商ton蜂theo姨penin买gsta请geso货fan咽egoti药ation世,whi带chse请tsth乘eton座efor浑the怒rest父ofth岛emee策tings园.福Slide四3居窄Sched样uling丈the宽first险meet加ings.景卡Thef尚irst展impre狼ssion津each苗side恰make膛sw竞illm握ostl权ikely藏have床ama她jore鼠ffect薄ont麦hest皂yle,瓣progr广essa倒ndev达entua敲lout百come乘ofth吵eneg觉otiat幻ions.巴Sch授eduli新ngth举efir疾stro叠undo转fmee份tings轿isa伯nimp尚ortan圾ttas脾kfor订both器side队sand惧shou哀ldbe柜hand躺ledi悉nam瓶anner基that姨pres斥erves惨the悬profe屈ssion弯alism返ofa解llth腹e药atte帖ndees王.Ar值rive湿toth罪emee鬼ting称promp自tlya秤ndbe倚prep煎ared储toge禾trig斑htto抱work绘.未Slide尾4封消Setti西ngth侮eage怖nda.闹你From上acom喷munic耗ation丽poin哑tof煤view,捏the挂proce刮ssof勿stru医cturi骗ngan炭dcon掠troll摧inga笑nego葬tiati退onfo竹cuses舞ont依heim扯porta夹nceo种fset僵ting恨anag师enda要and杀apr膜ocedu且refo氏rthe耽meet挪ing.买The脱agend炼ainc铸ludes料the贸order甲oft军heis葛sues把tone肺gotia欢tean唉dits挡main源nego循tiati允onme耻thods研like凝what崖ton远egoti阁atef瓜irst,化what寺othe泥rsto消nego胸tiate吊late岛rand射what方ist付hefi朽nalg稍oalt珍oatt惰aine亚tc.借签Slide座5径掠Negot耀iatin纲gAge些nda.帅傅A傅nage炒ndap存aybe姻pres谎ented国byo高nesi雪deor痛prep其ared蜘bybo惑thpa蜻rties某,or均each金side册mayp建repar其eag蜻enera仁lage龙ndaa荷nda至detai摄leda筋genda偶.Th帜egen亩eral哀agend著ais睁prese是nted讨toth谎eoth扑ersi鸦de,a母ndth客edet厌ailed码agen蔬dais金for乏your笋ownu脏se.雪Atten国tion淹shoul僵dbe急given蠢户toth昼evar蜡ious捎issue临sto晌bedi屑scuss君edso钩that磨stra浙tegie违scan依bed举evelo宜ped.息The铺issue篇smig奇htbe牺list询edso肤that眨the篇major拳ones欠are剪discu美ssed皮first形.Th卖iswi膜llpr领event打wast呆ingt像imeo猎nmin结oris友sues税andt象omak躺esur亮eof傅leavi摘ngsu太ffici册entt易imet竹odis答cuss耗them叹a触joro连nes.挪Slide乞6午稀Prepa愉ring梅forn饥egoti出ation邀.谣Do志your每homew庄ork.口Succ词essfu允lneg罗otiat脱ionr热esult职sare呼dire朝ctly掏relat并edto妨its絮smoot另himp丰lemen执tatio帽nand建will墙brin忍geno轻rmous昨resu葛lts.辱Slide深7臭墨Estab绿lishi始ngOb鹅jecti急ves.逼会Theo修bject苗ivei预sthe团prer重equis亿iteo兔fan愿egoti夕ation然.Un热dert探hegu勿idanc怀eof战clear虽,spe鲁cific条,imp涉erson议alan驱dfea鞋sible捎obje饱ctive留scou狭ldth娇eneg公otiat活ionb狼ein院apos址itive雄posi亲tion.禁逆Keye扰lemen津tsof污nego根tiati紫onob份jecti法vesa草re:-病Whoc拴anco送ntrib催utet盏othi除sneg孔otiat船ion,搏whow贴illb插eaff鸡ected狱byt万hisn企eg群otiat省ion,稀what傅aret龙hema公ximum近and酒minim唯umta行rgets庸tos汁eek.馆Mini卡mumt张arget帆smea锐nsth号etar跨gets推orbe梳nefit舞swe些would吸neve瘦rgiv踏eup,释ino赌ther芝words缓ther询eis场noro册omfo张rbar被gaini脉ng.符Maxim庙umta砌rgets轨are顶thet毕arget茧sor来benef笛itsw骨ecou己ldth祖inko烫fgiv秩ingu候pund脸e脊rcri半tical尝cond捉ition辨s.挡Slide煌8励隐Keye慎lemen屋tsof贿nego满tiati镇onob榜jecti剑ves(口cont.克)贯When冲would增wel青iket久ocon脑clude火the扣negot夕iatio紧n,wh武erei位sthe呆best严plac萍efor棉the拿negot形iatio关n,wh床yhas会the陡other弱part肾ycho挪senu案sto牛negot揉iate凯with,验what前conc乡essio锡nsar松ewe母willi锦ng斯tom恢akea昨ndwh邪atco针ncess兔ions警will起theo唇ther麦party顽bel索ikely金tom住ake.签Makin流gthe灾obje螺ctive蜓ofa服nego死tiati祝onri瞧gidm嘱ight炊cause清the难negot归iatio煌nto捕break袭down.占An律alter事nativ球emet叨hodo毁ffor被mulat宋ingo验bject狂ives漆might对bet段okee炎pthe百mflu浩idso泄that售the助expec袍tatio膜n眼scan倚chan斥gewi像thth宅ecir糠cumst摧ances谷oft暴hene赠gotia壳tion.璃Slide孩9撒樱Issue菜sand朽posi营tions技.术Anyi美nform余ation喊upon抱whic迅hthe史reis篮disa耻greem画entc就anbe厨orga什nised鸽into请the糖negot懒iatio沈niss斥ues.于Issu娇esar亚ethe罚thin沫gson携whic避hone惊side考take踏san弊affir刘mativ语epos眼ition铃an怜dthe材othe航rsid唇etak盐esa吐negat苦ivep余ositi凑on.携Issue馒ssho贫uldb求erea宵listi陶c.I粱tis睡impor输tant陵that放wesh街ould罚tryt弹oneg解otiat股epro意blems丧rath怕erth县anou驳rdem尽ands.隐Our危dema迎ndsa肺reon枪lya锯one-s携oluti优onap搭proac刻hto侨thep积roble时ms.词There助may嗓beot们hers济oluti好ons.杠Iti侦s阿said跟that锯your蛙barg振ainin脉gpos垫ition猎shou撇ldco猎nceal站(hid奇e)as犯well严asr翁eveal召(sho惯w),a远ndas汁nego汁tiati呆onsc赞ontin冻ue,c常onces弟sions幸alte卷rnate湿from般each吩side光.性Slide判10甜乖Meeti雷ngpl宗aces.宵敬Shoul暗dyou柄cond造uctt热hene教gotia四tion元inyo知urof说fice,泻ors股hould是you原goto贤the饶oth熟erpa铅rty’s填home沸grou欺nd?旁Theg金enera踏lrul倍eis宅that币youp尖erfor密mbet役tero餐nyou慰rown局home每grou雁nd.答Aneg辽otiat中oron牙home桌grou艘ndis努more厕asse认rtive稻and夹more引confi悔dent.贺In手contr辨asta卖nego愧tiato第rtha遭tis捞ague勒ston捞the瓶other铁part冶y’sh凤omeg取round崭may唉feel和subor送dinat炮e吧.明Thef计aires猛tfor满both陕part骄iesi摘sto棚meet阵onne威utral监terr甘itory隶wher渠eno娃onew剃illh雪avet娘heps下ychol亭ogica雷ledg债e.普Slide晨11滚败Openi顷ngth符emee真ting.难玻Good诉negot预iatin香gatm连osphe弃reis斥bett站erto背bef柳ormed定att施heve励rybe材ginni院ngof舌the币negot妄iatio抗ns.音There物fore,傅both问par婶ties垒shoul宝dsei滋zeth兆eocc盾asion逃oft利hefi何rstm易eetin娃gwhe筋ndoi翠ngse鸡lf-in侵trodu照ction框orb性eing鹊intro宪duced丢.Tr赛yto测behav秒egra袍ceful睬lyan法dspe龄akcl唤early默tom慢aket劳heim别press连iono擦fbei瓣ngki孕nd,n楼atura逃land俗hone久st.积薯Exerc充ises器from占book档Busin昏essN朱egoti栏ation菠–Le呢sson腿9Ch拜apter欲5姻Slide卡1禁手Title遇Page裕–Ch湾apter责5新Slide火2坦掘TheB练argai逝ning芽Proce绪ss.残The惩patt写erno恰fbid路ding犹andb唐argai寇ning其isse牙enby坚many返peop柿leto巡bet弱heco钓reof射the呜negot据iatio刊npro男cess.旺Alm底osta券llth灰eneg病otiat伸ions芒have坊somet拒hing齿todo闷with脏bidd农inga苹ndba送rgai磨ning.结The互barg脂ainin桨gpro照cess唯isno补rmall纲yver钻yint泛ense.丢Bot决hsid觉esar滔etry植ingt蓝omov塘eto醉their景own欧advan叫tage.处Or碧ifit溜isn迎otpo颂ssibl仁eto幸cutt费heca暖keso深that鸣both塌part障iesg阀etwh瓦atth祝eywa需nt,t好hent则heyb添argai钞nin更such诱away伤that卷the缓dissa岗tisfa绢ction渴will律演beeq萄ually彼shar简edbe田tween打them色.策Slide杨3泰工Biddi稼ng.善The痕open此ingb背id(p者rice)秧need暖sto像be‘t嫌hehi盏ghest编’bec铸ause:民-our浊firs楚tbid犬infl卧uence颜soth科ersi蚊nthe印irva茂luati古onof扩our融offer在,ah范ighb最idgi鹅vesr纹oomf倘orma乏noeuv竭redu街ring奶thel溉ater骨barga傻ining热stag评es,t虑heop绪en螺ingb骨idha点sar锯eali抽nflue仍nceo凯nthe毫fina扬lset填tleme租ntle熄vel.棒The察more盐weas颂k,th昌emor煌ewe缝will削achie烛ve.萍Slide束4棉随Biddi掩ng(c尚ont.)马.路Youm睛ustb庙eabl洒eto舌justi叮fyyo岸uror浅igina货lbid翼,you兼shou亏ldno泡tonl问ysee垂kto睬gain帐asmu员chas婚poss排ible裳buty崇oual等sota蛾keth壳eoth吹erpa回rtyi很ntoc新onsid蜘erati番on.灾Putti宁ngfo前rward毫abi膜dtha眠tunr存ealis鬼tica杯ndca壁nnot律bede程fende偿dwil裳ldam裳aget炉hene乌gotia收tion过proce蛇ss.莫Ifwe蹄cann柱otde误fend氧ourb蜓idwh爆ench扇allen浸gedw房ewil奋llos璃efac池eand唯cred捕ibili蜡ty.艳Slide化5归三TheH胜ighes胶tRea筑listi仁cBid访.耗Theh叮ighes被tdef龟ensib淘lebi仆dis喝nots槐etin含conc舅rete.代It怖isa续figur促etha薪tis掩relev佛antt膝othe给part山icula引rcir焰cumst屋ances液.If医the箩oppos内ingp吩arty溜ispu幸shing驳for冤their涛adva滚ntage很,the劝nfor番our言advan兄tage唉wemu际stpu我shfo辛rthe娱high脊estp皆rice.牲If旧weha择vea滚loto滑fcom察petit咱ion,萝w印emus世ttai尖loro卸urop说ening尊bid瓶toth汇elev丝elat昼whic给hit脖atle错aste岗nable挽sus尾tobe档invi鸟tedt辟ocon仅tinue戚nego先tiati溪ons.偿Slide努6共急Conte向ntof程Bid.唱贵Thec险onten野tof姨theb壤idus熊ually供need歼sto宵cover径ara计ngeo凳fiss退ues:-异the柿pric乱e,ho棕wbad补lyth拨epro直duct妄isne浪eded,税the近amou乳ntof乏prod脂uctn箭eeded荐,pro形duct杨credi喉bilit六y,cr柔edit鞭terms类(pay但ment途ofgo籍ods),叙comp袖etiti储onin绳the防marke闭t.T阵hepa栋rtso酱fthe域open敢ingb茅idin梁aco毅mmerc楼ialn坐egoti战ation且will膛not产only蹲bepr甚ice,手buta引comb届inati耽onof励:-p至rice,小deli仗very,毕paym夕entt动erms,仍qual补itys阳p革ecifi扫catio腥netc苏.碌Slide晌7悟恐Prese贴ntati哥onTa践ctics程.盘Inth道ebid焦ding优prese拳ntati洒onof侍the惕negot花iatio玻npro爹cess,酬ther落eare团thre朝egui尚delin敌esto填the旦wayi托nwhi淹cha街bids搜hould贷bep搁resen摊ted:-圣firm蛋ly,c愿learl眉yand缺with覆outc蒙ommen钻t.T雕hebi雹dsho槐uldb幸eput计firm妄ly,s裳eriou尸sl稀yand向with僚outh芝esita典tions缴.It固need耻sto朴beun甩derst莲oodc悦learl视yso虚that雪theo掩ther贱party辆reco甜gnise灾spre堪cisel气ywha蚊tis姻being翻aske轨d.I再nthe邪proc敲esso粗fneg增otiat悔ion,棒it’s仰bette音rto是have刘theq何uotat绑iont善yped匀onpa掠per,辱toen坛sure祝thec鼓larit液yof记theb川idan量dto扑show大t窜heot常herp庆arty茄asen座seof讨seri胀ousne榨ssan筑dleg泻itima身tion.壳Slide幅8避腥Respo断nding纯Tact拾ics.括驾Both埋sides蚂att更hist仅imea阵retr狮ying库tomo床veth交eneg梅otiat日iont知oam牲oref势avour膏able匆direc慢tion继toth秩eiro坛wnsi株de.肿It’s企quit抱enec杂essar败yto爆doso就meho焰mewor仗k,re脉searc移hing观theo兰ther遗side肠befor鞭eres饲pondi线ngto果the皇bid.衔Thec笨ompet结entn绒egoti撒ator钳shoul漠dmak森esur枣ethe瞒yund服ersta基ndwh我atth金eoth盐erpa施rtyi权sbid育ding,蛙shou伙ldha灯vean忆idea拢how贯tosa松tisfy道the重other绿part铁yand傍att匆hesa师meti画metr翅yand垫figu揭reou辫twha攀tthe艘othe寿rpar棒ty’s六expec含tatio亲n鞋sare驰.Th阴ecom和peten众tneg趋otiat舌orsh筒ould著summa付rise机his/h杀erun峡derst垦andin娃gof墙theb筛idas描ach渡ecko造nthe星effe构ctive韵ness荣ofco惨mmuni粒catio忧nbet判ween址thet卸wopa岗rties环.犯Slide级9悄哀Barga斥ining梦.所Inth她isst这ageo慕fthe朴nego惕tiati暖onit惩isv鼠eryi剑mport向antn帖otto赏give排the别other怜p拳arty范toom哨ucht暗ooso葛on.签Barga鼠ining概shou猴ldbe趴toy尖oura宿dvant浙age,林howev示eryo阴umus殃tals赖omak泰eaf河aird倾eali碗nwhi批chbo买thpa饺rties零are垂equal照lysa泄tisfi延edor析equa做llyd诱issat惜isfie恼d.仇Slide什10泳卡Barga成ining斯Move梳s.催Aswe朝star寿tthe将barg摊ainin千gpro篮cess改wene蝶edto屈take狱tw问oste慕ps:-余geti弹tcle饥ar,a咬ssess辫the躬situa修tion.今It北isvi萍talt男oest屿ablis求hac猜lear浅pictu度reof息the区other腐part礼y’sr柏equir表ement政sat陪theb叫eginn棋ing.由You很must接have桐acle墙arpi顷cture备ofw嗓hatt道heot挖herp柔arty止isbi头dding可alre锦ady.舌Your纤main坊conc错erni晌sto疲under仪stand咱what穗室bidi茅sbei幕ngof哲fered晴.犹Slide稠11潮饶Clari炸ficat错iono蹄fOpp闷osers快Bid.拣阻Check孔ever氧yite坐mof舍theo秧ther脾party渐’sbi是d.I笛nquir缘ethe朱reas愧onan句dbas留esof摔the示bid,说askh劈owim宴porta巷ntth寿eite泼mis慢andh肚owmu血chfl笨exibi办lity右isin境the罚bid.盘Pay非atten宇tion境toth片eoth皱erpa迫rty’s停e姓xplan攻ation扇and啊respo肃nse.锹List穿ento勿the掀other捐part哨y’sa赏nswer栏swit口hout离comme盆ntan折dres包erve吴your阅opini立on.形Slide迁12邻炮Clari龙ficat啦iono碍fyou错rBid霉.Tr芝ynot刑tod念ivulg羊etoo捆much接info佳rmati厌onan滨dkno虏wledg若e,ke才epth棵ings立simpl两e.G拨iveo城nlyt堤hees睡senti孙alsa叔sked傲for,油dono偷tgo纽into旨lengt柏hyco姻mment走sor郊justi勺ficat擦ions.蛙Slide罗13姨腔Asses铁sing贪theS叼ituat挖ion耽.A勿fter坏under乘stand填ingw伯hatt窗here羊alex淹pecta垂tions迎are状ofth自eoth怕erpa辅rty,城youh氏avet挽oass趣esst颜hesi践tuati制on.书Ident上ifya现nydi底ffere职nces没betwe杯enth过etwo晓part搜iese并xpect田ation竿s烫are.涂Asse岔sswh饥atdi碎recti亩onsh她ould垮beta驰keni泼nord乎erto遵obta钥inth涝ebes愈tdea瞒l.魔Slide鱼14抬或Asses洪sment葵.Wh剥atwi扭llth雾eoth俭erpa逐rtya称ccept构,wha简twon声’tth潜eoth骆erpa锤rtya齿ccept厦,wha广twil晴lthe眯othe窃rpar姐tyne拼gotia则te,b肢argai材ning俩stren障gths酷andw叮eakne踢sses,批pric抗e,te养rms需and纵thep单robab石lese光ttlem法enta葛rea.盐时Slide肃15咬惠Assum套ing.娱匙Havin释gass快essed磁the喷diffe环rence走sbet失ween暮both委parti笼esyo川unee爹dto泪analy拉seth鸦eoth倾erpa披rty’s耀real架posi昂tion.姓Rem匀ember弟assu再ming敌ison石lygu犬essin侍g,yo榴ucan炒neve挂rbe佩certa鼠inth亦atyo炼uare顺righ瓜t.怪Slide膏1倘6作拾After地Asse愿ssmen赴t讨.Af筐tera资ssess茂ment蔑there秆are糕three婶opti报onsa孙vaila谦ble:-扶toa僵ccept堆the鸽terms芳offe瓣reda坛ndas傲kedf隐orby等the闷other干part比y,to衔reje知ctth作eter揪msof买fered匹and星asked剥for变byth搁eoth澡erpa半rtyo猎rto贫carry斥onn每egoti陕ating珠.男Slide沃17酷庆Conti贱nueN途egoti贴ation冠s茄.In冒orde篇rto淹conti烧nuet驼hene疗gotia晃tion,饰prep闪arati着onsh和ould谋bema吼defo巷rthe诚next箱roun畏d.T帮hese恒prepa追ratio终nsin午volve厉the匹follo核wing腾steps浴:-pr孕ovide惧ane童woff舍erfr辜omou杜rpar办ty,s剧eeka握new养offer尖from色the标other后part君y,ch章ange狼thes锈hape绍ofth划edea察l.I少nsum魄mary玩t山hefi余rsts欺tage饲ofba团rgain商ingi妥nvolv紫esun缺derst庸andin塔gwha萝tthe愉othe佳rpar庆tyre宇ally狐wants忽,ass草essin腰gthe裂situ括ation铸and床thed馋iffer并ences毯betw君eenb欣othp皇artie周s,pr锤epari政ngfo被rthe寇next蝴roun该dof草negot刊iatio却ns.炊Slide次18原辟Influ下encin仿gthe侮Deal棍.糠Adea鹅lcan凤bei蝴nflue鸟nced绝byt记hesi汪tuati熄on.柏Toin凭fluen蚀ceth易esit彩uatio站nap泥arty贵cano锐ffer:坊-ad昌iffer绝entd被eal,着bette歌rcon案ditio感nsan爽dnew结oppo葛rtuni嫂ties.停Slide寻19情炕Makin妖gCon替cessi便ons.村绪Makin余gcon猪cessi包onsi瓣sthe址most吹popu用lart德actic苏suse猴din镜theb腹argai损ning纲proce追ssto头keep题the绸negot广iati热onso尊ngoi拥ng.歪Makin焦gcon起cessi黑onsd巴epend蒜son葛many预facto膊rs:-感when眯toco搭ncede灰,wha荐tto选conce嘉dean裂dhow誓toc炎onced惩e.E婶very戴conce东ssion扑isc姜losel帐ycon贿necte充dto激apar梦ty’s岸owni漆ntere前sts.骡Slide债20糕承Tradi换ngCo迹ncess萌ions.显绑Apar视tysh琴ould窜trade活thei贪rcon象cessi貌onst怎oth惕eiro弄wnad蓬vanta帮ge,d亏oing劳their猪best翅tog木ivet猛heot延herp糊arty棵plent忆yof怕satis狠facti齐onev冒enif得the猪conce超ssion民sare裂smal松l.T碧otra锹deco信ncess笋ions鞋toyo万urpa洲rty’s单adva相ntage复you愉shoul涉duse喝the创follo衫wing枕tacti崖cs:-讽liste控nto鸡theo犬ther采party咬very磁care径fully暂,giv恨ethe弊再other肺part霜ydet翅ailed墓spec宴ifica钱tions诞,sho栽wthe挎othe植rpar铜tyho气wthe忙ycan肯bene坐fitf器romt晴heag际reeme悠nton店the填terms圣that谋are雪asked烧.Re籍serve哀conc厕essio古nsun户tilt凑heya做rene逝eded辱inth锋eneg维otiat策ion,挤youm汇aybe微able筑ton论egoti装atea撑nagr股eemen踏twit支hout滤givin就gtoo赢many珍闻conce每ssion便s.银Slide挺21良奥Break彼inga震nImp册asse.买糠Inth栽ebar女gaini李ngpr冻ocess利,the重two配parti钩esma煮ybe安rigid仙with狡what胆they岩want顺tog饲ivea秩ndwh辟atth友eywa碍ntto悟take夹.If迅this剃occu逐rsth搁eneg爆otiat贴ions吊fall栗into值adil妻emma.塌Thi躬skin次dof吊situa坝tion旗isca批lled露negot高iati吃onim跟passe咽.Th姨etwo耻part贴iess封hould葱try颜tofi潜ndth盐ecau拾seof心ita积ndac渗tivel向ysea革rchf拒orwa点ysou科tof报thei准mpass烛e.N展egoti阅ators代stri警veto喝pres状erve呼their框face贵,the显irst蝇atus,龟thei舅rcre咐dibil辨ity,链their时repu拜tatio崭nand椒thei否rsel沈fres鞭pect.街Slide魔22切塞Copin巧gwit送hCon晴flict酿.红Thef损irst杨princ醋iple敲inco容ping课with载these庄conf识licts现ist亭okee信pit煎fluid悔.St牌artt限alkin秀gdis雨count圣s,te堡rmso烛fpay番ment,顶chan劲geof慰spec揭ifica拜tion着andq沙ualit云ycon藏trol.爹Slide熟23拐俘Towar董dsSe下ttlem递ent.反娃When摸thep嗽artie仰sbec碎omea烈ware贴that铲aset冲tleme槐ntis量appr述o搞achin紧gan赞ewmo锄odis性esta展blish陕ed.仪Atth喘eend敞oft傍hene智gotia筹tion咏both栽parti镜essh北ould宽work棍toget闻hert安osum傅mariz拍e,pr煌oduce挣awr吵itten失reco果rdof手the让agree番ment众andi讯denti脸fywh谅atac异tions嫩and剂respo任nsibi绝litie类snee窜dto蒙beta歇kenc惊areo牧fand波byw暴hich增party养.定Busin貌ess撑Nego妙tiati尤on–肯Lesso层n11裕Chapt纯er7岭Slide咳1弊脖Title肆page靠–le衔sson颗11Ch疼apter湾7踢Slide柜2泡杜Negot昆iatio泼nStr惊ategi撇es网.Neg嗽otiat阀ions逃trate剑gies说aree殖stabl贫ished治ino扛rder筒toac酒hieve畏the踢negot子iatio摊nobj言ectiv跌es.兄They道area馒cting间guid披eline巷sand读poli恼cies泪ofth吃ewho狠lene竿got段iatin说gpro薯cess凡anda骨resu摘bject酱tom隶odifi城catio弹nwit来hthe膛prog鼠ress得ofth秋eneg器otiat拜ion.榆Slide照3舍叔Choic短eof彩Strat揪egies刺.姜There三are堵quite挪afe介wbac挡kgrou弱ndco目nside乡ratio再nswh法ichw僚illi伍nflue止ncet幕hest昂rateg芒y,th由e
温馨提示
- 1. 本站所有资源如无特殊说明,都需要本地电脑安装OFFICE2007和PDF阅读器。图纸软件为CAD,CAXA,PROE,UG,SolidWorks等.压缩文件请下载最新的WinRAR软件解压。
- 2. 本站的文档不包含任何第三方提供的附件图纸等,如果需要附件,请联系上传者。文件的所有权益归上传用户所有。
- 3. 本站RAR压缩包中若带图纸,网页内容里面会有图纸预览,若没有图纸预览就没有图纸。
- 4. 未经权益所有人同意不得将文件中的内容挪作商业或盈利用途。
- 5. 人人文库网仅提供信息存储空间,仅对用户上传内容的表现方式做保护处理,对用户上传分享的文档内容本身不做任何修改或编辑,并不能对任何下载内容负责。
- 6. 下载文件中如有侵权或不适当内容,请与我们联系,我们立即纠正。
- 7. 本站不保证下载资源的准确性、安全性和完整性, 同时也不承担用户因使用这些下载资源对自己和他人造成任何形式的伤害或损失。
最新文档
- 2025商场店铺租赁合同标准范本
- 2025工程分包合同标准范本
- 2025设备采购合同示范文本GF
- 2025商业银行保安服务合同
- 养殖鱼塘转租合同样本
- 材料采购议标方案范本
- 媒体产业品牌宣传方案计划
- 借贷合同 投资合同样本
- 出电子合同样本
- 农村房屋争议合同标准文本
- 抗凝剂皮下注射技术临床实践指南与临床应用
- 2022新教材苏教版科学5五年级下册全册教学设计
- 干部履历表填写范本(中共中央组织部1999年)
- 2024年电力市场居间服务合同模板
- 铁路技规(全-上传)
- 《学术规范与论文写作》课程教学大纲(本科)
- 2024年海南省国有资本运营有限公司招聘笔试冲刺题(带答案解析)
- 大棚包工包料施工合同范本
- 2024年湖南省岳阳市岳阳楼区小升初数学试卷附答案解析
- 2024提高治疗前肿瘤TNM评估率工作方案(修改版)
- 2023年孕妇健康管理分析报告
评论
0/150
提交评论