精选优质文档-倾情为你奉上Chapter 1Bargaining讨价还价: competitive, win-lose situations;Negotiation谈判: win-win situations;Intangibles无形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;Interdependent相互依赖: when the parties depend on each other to achieve their own preferred outcome they are interdependent;Independent parties独立各方: Independent parties are able to meet their own needs without the help of othe
