整合型谈判

negotiation dance.Р Unfortunately, most of us? ? have never taken dance lessons or Р know what to do once we find ourselves on the dance ? floor.Р4.1 Negotiation Dance? 4.1 谈判之舞Р 谈判之舞(Negotiation Dance):Р 从初始报价到最后达成可接受协议的整个过程。Р 遗憾的是,大多数人Р 从不参加舞蹈课,或者Р 不知道一旦置身于舞池之中应该做什么。РShould we lead?Р Should we follow?Р A few hard-and-fast rules of thumb apply, Р but the negotiator must make many choices that are ? not so clear-cut.Р We wrestle with these issues in this chapter.Р我们应该领舞吗?Р 我们应该跟着别人跳舞吗?Р 一些严格的经验法则可以应用,Р 然而,Р 谈判者则需要做很多并非如此清晰明确的选择。Р 我们将在本章对此进行深入阐述。РNegotiations, according to Р strategies and? ? tactics, Р may fall into two categories:Р distributive negotiation andР integrative negotiation.Р谈判类型的划分方法很多。Р 本课程按照:Р 战略? 策略Р 把谈判分为两类:Р 对立性谈判(Distributive negotiation)Р 合作性谈判(Integrative negotiation)