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时间:2019-07-03
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1、ChapterFourStrategiesandTacticsofBusinessNegotiationStrategiesandTacticsStrategiesTheoverallplanusedtogainadvantageovertheopponentorachievesomeend.Thepurposeofstrategicplanningistospelloutwhathastobedonetoproduceafavorablefinalagreement.TacticsThemeansbywhichthestrategicobjectiveisachieved.Tac
2、ticsreferstothegameplaysthatmaybeusedtogainspecificadvantagesduringthecourseofthenegotiation.StrategiesOffensivestrategyBeusedtotaketheinitiativeDefensivestrategyToobserveandwaitNeutralstrategyThesellerNeutralstrategyThecorrectpositionfortheselleristorestitscaseandadoptadefensive–offensivepost
3、ureuntilsuchtimeasthebuyerisabletodemonstratetheproposalisunreasonable.Aneutralposturemeansthatthesellercantakeactiontocounter-attackthebuyerbymovingtotheoffensiveastheneedarises.Thisparticularpostureforcesthebuyerintothepositionofhavingcontinuouslytoprovethattheselleriswrong.Oncethesellersubm
4、itshisproposal,thebuyerisconstrainedtothreeoptionsonly.EssentialquestionsKnowledgeoftherealityisessentialforstrategyselection.Readthequestionsanddecidewhatdotheyentail?Defensive,offensiveorneutralstrategy?TacticsOffensiveTacticsDefensivetacticsAskingquestionsProbingtogaininformationbeforemajor
5、attackSpecifictoforceanadmissionbasedontheinformationgainedAttackingYes-or-noquestionsTitfortatInSino-USnegotiationonintellectualpropertyright,theUStookaveryaggressivestanceasalways.ItthreatenedChinaGATTentryblockageandeconomicsanction.TheChinesechiefnegotiatortookatitfortatstrategy.Shepointed
6、outtheUSrefusedtorecognizeChina’sunprecedentedachievementinintellectualpropertyprotection,andattemptedtofrustrateChina’seffortstojointheorganizationemployingtheIPRissueasalever.AndthedayoftheUSannouncementofitssanctionlistwouldbethemomentofChina’sdeclarationofitsretaliationmeasures.OnDecember3
7、1,1994,merelyonehouraftertheUSrevealeditssanctionlistof$2.8billionworthofChinesegoods,Chinaannounceditsretaliationlist.Itincluded100%tariffonUS-madeelectricalgamemachines,gamecards,cassettetapes,laserdisks,cigarettes,wine,cosmeticsandot
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