中外談判手在不對(duì)稱談判中對(duì)談判力的運(yùn)用.pdf

1、Chapter 1 and 2 were devoted to the understanding of power and its relationshipwith negotiation. Within a broader context, we provided a. general review of bothChinese and Western literary works that either discussed neg

2、otiation from aphilosophical dimension or analyzed it as a certain applied science and liternatureIn chapter 3, we presented a framework for analyzing power negotiation fromthree dimensions aggregate power is an actor's

3、resources and capabilities, issuepower describes an actor's resources and capabilities within the context of a specificissue or relationship, and behavioral power is an actor's ability to use its powerresources to attain

4、 objectives.In this part, we will move from the specifics of the individual cases in chapter 4to the general principles they reveal. What do these general principles tell us that maybe used elsewhere as relevant referenc