A--The role of the chief negotiator
B--Controlling negotiations C--Committing to
the results
D--Site selection E--Setting the agenda
F--Keeping
the upper hand G--Initiating negotiations
H--Basic protocol
I--Reaching consensus
J--The function of bias
K--Formulating a workable strategy
L--Selecting team members M--Sizing up your counterparts
N--Negotiating
styles O--Getting your message through
P--Reporting the results ( )基本礼节 ( )执行谈判结果