Lecture Two
Principles of Business Negotiation
4Cs in Negotiation
The context of the 4Cs in which negotiation takes place.谈判要明确四点背景内容Common interests (谈判者追求目标) Conflicting interests （要谈内容） Compromise （取舍点）Criteria or objectives（明确目标及实现准则）
Negotiation environment
The composition of international negotiation environment:会影响谈判战略和策略1.Political system2.Economical system3.Social system4.Cultural system