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

1. Historical background The growth of mass-circulation periodicals created a rich market place for popular writers o WWi stands as a great dividing line between the 19th century and contemporary America o a sense of the failure of political leaders and a belief in the futility of hope dominated

The Background of American Realism The fifty years between the end of the Civil War to the outbreak of the First World War Changes in every aspect of American life

1. Historical Background Before 1860 the United States had begun to change into an industrial and urban society. In the years preceding the Civil War relatively few volumes of imaginative literature were published in the Us. But as the century progressed