商务英语谈判chapter One(16)

Motive of Negotiation

Needs and wants are the motive for negotiation.

Needs from the other is the motive of negotiation. The more your opponent wants from you, the more likely you will succeed.

Analysis of Case One:Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the 外语教学与研究出版社 prisoner created a need for the guard to

百度搜索“77cn”或“免费范文网”即可找到本站免费阅读全部范文。收藏本站方便下次阅读，免费范文网，提供经典小说教育文库商务英语谈判chapter One(16)在线全文阅读。