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国际商务谈判

11) The pattern of give-and-take in negotiation is a characteristic

exclusive to formal negotiations.

12) In contrast, non-zero-sum or integrative or mutual gains situations are

ones where many people can achieve their goals and objectives. 13) In integrative negotiation, the goals of the parties are mutually

exclusive.

14) The failure to reach integrative agreements is often linked to the failure

to exchange sufficient information that will allow the parties to identify integrative options.

15) Integrative agreements have been shown to be facilitated when parties

exchange information about their positions on particular issues, but not necessarily about their priorities on those issues.

16) If both parties understand the motivating factors for the other, they may

recognize possible compatibilities in interests that permit them to invent positions which both will endorse as an acceptable settlement.

17) Intrinsic relationship interests exist when the parties derive positive

benefits from the relationship and do not wish to endanger future benefits by souring it.

18) Focusing on interests allows parties to move beyond opening positions

and demands to determine what the parties really want-what needs truly must be satisfied.

国际商务谈判

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