ation and the reporting system.РWhen we draft the negotiating plan, we should:?Define the initial strategy;?Develop the supporting arguments;?Decide on the location for the negotiations;?Ensure that the appropriate administrative arrangements have been made.РThe Principles of Business NegotiationРWin-Win Concept ? Collaborative Principled Negotiation?Law of Trust? Law of Two Level GamesРGeneral Procedure in Business NegotiationРGenerally, the business negotiation will usually go through five steps, namely, enquiry, offer, counter-offer, acceptance and conclusion of a contract.РEnquiryРInquiry upon the terms of trade?Can be made by either the seller or the buyer?Not binding upon either party?Can be made to more than one client?A sales opportunity to foster a potential long-term relationship
全文预览
