国际商务谈判Chapter3

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I.ReviewandCriticalThinkingQuestions

1.Themajoractivitiesnegotiationplanninginvolvesareasfollows:gatheringinformationtogainanunderstandingofthemotivationsandobjectivesoftheothersideaswellasourown.Inaddition,theymustknowtheirauthoritylimitspriortothenegotiations—whattheycandoandnotdo;Buildthenegotiationteamwhichcanworkcohesivelytoarrangeandorganizetheabilityto


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