Negotiating Skills Can Be
Learned Ⅰ. The definition of
negotiation A. the definition varies B. a
comprehensive definition: negotiation is a 51
Ⅱ. The crucial role of negotiation
A. a strategy used 52 by
managers B. a 53 form
of interaction Ⅲ. Present situation of training in
negotiation A. limited courses with
54 B. intending for an 55 of engagement Ⅳ. Negotiating
models A. a big mistake: using the same model, 56 B. negotiating
models: 1. 57 —winner—loser —widely used but not
recommended 2. cooperative — 58 : mutual respect and rational
consideration —win-win situation 3.
compromise —win a little 4.
accommodation —lose now, win later 5.
59 —negotiate
elsewhere to win Ⅴ. Soft skills A. good
preparation B. 60 C. the ability to establish an interdependent and
partnership-like feel