(一)第一个战略决策:把握住讲话的立场 谈判如同营销,重要的是影响对方接受你的观点,尤其是与有竞争性的其它建议有关的观点。你必须把握你提出建议的立场,使你在各种选择中占有利地位。要把握好这一点,你必须试图用外国人的观点观察谈判情景。把你的建议与当地的经济发展目标,以及谈判人员的远大抱负联系起来。决策因素是什么?要承受 (A) The first strategic decision: Take a stand at the talks As with marketing, negotiation is important to influence the other party’s acceptance of your opinions, especially with respect to other competing proposals. You must grasp your position in making recommendations and give you an advantage in your choices. To grasp this point, you must try to observe the negotiation scenario from the perspective of foreigners. Match your advice with the local economic development goals and the negotiators’ ambitious expectations. What is the decision factor? To withstand