成功谈判 中国版PDF电子书下载

Introduction 2

Who's who in Effective Negotiating 5

1　Preparing the ground 6

2 Setting the agenda 14

3 Establishing positions 22

4　Clarifying positions 28

5 Managing conflict 36

6 Making and responding to proposals 44

7 Bargaining 50

8　Conclusion and agreement 58

Vocabulary＆notes 66

Supplementary exercises＆suggested answers 89

Answer key 101

Listening tapescript 117

VCD transcript 123