I. Personal style check and some findings个性测试与结果 II. Personal styles vs negotiation modes个性类型与谈判模式 III AC negotiation model AC模型

I. How to decide person trusts and is trusted?如何决定信任与被信任 II. Determinations affecting person's' trustful or mistrustful behavior决定信任与非信任的因素 IlI Effects of trust信任的效应

I. Motivation动机 II. Dependence依赖 III .Substitutes替代

I. Personal Interests VS Organizational Interests个人利益与集体利益 II. Personal Interests VS Organizational& National Interests个人利益与集体和国家利益 IlI Communication Skills交际练习

I. Separate the People from the Problem对事不对人 II. Focus on Interests Not Positions针对利益而非立场 IlI Invent Options for Mutual Gain为共同利益献策

I. Traditional concept传统理念 II.Win -win- concept双赢理念 III.Case simulation: Hotel Selling模拟谈判:酒店销售

I. Target decision设定谈判目标 Il. Collecting information收集情报 I. Staffing negotiation teams组建谈判小组 IV. Choice of negotiation venues选择谈判地点

fiberfibre光纤,纤维 emerge[i'm:d]ⅵ.出现,形成,浮现 emergence[i'm:3ns]n.浮现,出现 haul[h:1jvt.用力托;n.拖,拉,拖运的距离 long-haul长运距的,长途的 trunk[tr∧k]n.干线,中继线,中继线路,局内线 dominate[' d om i ne i t]vt.支配,统治;处于支配地位

underground['^ n d agr a u n d]a.地下的 via['vaia]prep.经过,通过 keyboard[ki:b:d]n.键盘 visual[' vi zj ual]a.视觉的,光学的 originate[a' r i si ne i tJv.发生,开始 originating call发端呼叫

asynchronous[a'si6 k ranas]a.异步的 serial[' sirian]a.串行的,串联的 transmission[ t raen z'mi∫an]a.传输,发送 interface[ i n taf e i s]r.接口