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●Negotiation Stages and Skills（第1页）

●ionStagesandSkills

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Intoday’sglobalandcross-culturalmarketplafluengskillsaiiesplayacriticalroleinsegsuccessfulbusinessdeals，ensuringinformeddeakingandmanagirelationships.Althoughpeoplehetimeinagloballyieisstillaniuandingthepsydstrategyofeffeegotiating.

&ionPhase

Thepre-iosfromthefirsttathetwosideswhoseiindoiheachotherisshown.Fromthisstageon，bothsidesbegiaher’sneeds，declarevaluesahebestheprocessofthision.Thisstageisusuallymoreimportantthanthefotiatioioionship.Sodiioweeors，trustandeachreathelp.Bothsidesalsostarttofyforface-to-faegotiatirytoforeseeaionsagainstpossibleevents.Tobefullypreparedbefotiatioorswillhavetotakeintosiderationthefolloeegotiatioheringofinformatioionbrief.

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&eamassmallaspossible.Thereareseveralreasonstokeepyotiationsmall.Primarily，uniisasourcethwithinanyanizatioiobeabletoseektheinputoftheteamquidlargegroupsaredifficulttohaheiobeabletoreaptlyasterpartsbringhetable.Keepiionteamsmallmakesitpossibleaomaketimelyadjustmeionplanandtodissemiinformationquickly.

¬everyoouttobeaorwheeammembers.orsmustpossessawidevarietyofsocial，teiuniskillsahics.

&io.Itrequiresspecializedskills，uniability，teamspiritandgamesmanshipfoundinanyprofessieven.berswhoforeseetheareascoveredbytheionsaeicalexpertisetodealwiththeproblemsifyouwaheiive.Butitisuaeammemberwillembodyallofthetaleoachievetheanizatiy.Theanizationmustchooseacross-seofteicalskillsatributesthatadeffitteam.Oeammember’sweakbeoffsetbyarengths.Teowledgemustbeapaheabilitytounidapplythatkiherissimilartoassemblingajigsawpuzzle:thereisnosulessallofthepiecesfit.

◆GatherInformation

&heionteamhasbeehefirstaimportantstepinpreparingforaspeegotiationisgatheringinformation.Itisontolearnasmuchaspossibleaboutapoteorpartionbegin.Variouskindsofinformatioeiarket，eventhebadofaparticularexecutive.Theoahevariousdatasoastoseizeuptheprobablegoalandpreferencesofyourterpart.

ObtainingInformation.Itshouldbederstoodthatifyouandyourassociatesstepofftheplahnopersonalorprofessioivesonyourterpart，youaretoexpectlittlesueetingbegins.Inadditiontoformalsouration，informalsourcesshouldbesulted.anizationsthathavedealtwithyourterpartmightbevaluablesouration.

&aheringofinformatioofmarket，sdteology，polidregulatioorsrelatedtntry，suchasitsinfrastructure，dgeography，eidphysicalresources，willalsoaffectthewayinwhichtheerformedandtheprogramofimplementation.Andtheywillalsoaffectthedthesuccessorfailureoftheion.

AnalyzingInformation.Withsomuationathand，itisadvisabletodoafeasibilitystudybefotiatioystudyprovideteiiercialbasesfordeaking.Itshoulddefineaitswithalternativeapproaches.Asatisfactoryfeasibilitystudymustahebasiposandimplis.Anyshortfallwilllimittheutilityofthestudy.Afeasibilitystudyisself，butameanstoarriveatadewhethertogoforthebusi.

&ingBrief

&iosoftheinstrusgiveeamleaderbythemavariesfromashortinformalmemorandumtoalengthyformalpaper.Butasimpleandshortonemeansasmallerriskofmisuandingaercetofollowtheinstrus.

Thebriefshould:

&heiiveihemajorissuestobediscussed.

◇Statethemiablelevelforeaajoritems.

◇Statethetimeperiodwithinwhiegotiationshouldbecluded.

&heteamleaderandothermembersoftheingteam，suchasthenamesandjobtitlesoftheteammembers.

&helinesofunidtherepsystem.

&heisoftheinstrusgiveeamleaderbymaheioheingplan.Theplanshoulddefiialstrategy，statethemeasuresortacticsthatmaypossiblybeadopted，dethelofotiatiohatappropriateadministrativearrasaremade.Theplanprovidesdisdanizationthatbecriti’ssuccess.

&ionTeiques