Chapter3 Negotiation lubrication谈判润滑剂 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 Every negotiation requires The preparatory work function sense. as lubrication on either or an ad hoc basis Preparation is an integral and fund amental part of a negotiation, which prepares parties with information critical to negotiation, equips participants with weapons necessary for bargaining and builds up negotiators A most important cause for in international negotiation is insufficient preparation and information Negotiation preparation begins when people related with negotiation have to make decision on the following issues 1)Objectives and targets to be 2) Macro and micro information to be researched 3)Negotiation team members to be 4)Locations where negotiations to be TARGET DECISION设定谈判目标 Target decision has two components: preference of interests and target levels 1. Preference of interest The first important task to be done at preparatory stage is for negotiators to decide which interests to be fulfilled first and which to be obtained at the cost f Discussion in this regard facilitates negotiators to make their target d ecisionChapter 3 Negotiation lubrication 谈判润滑剂 I. Target decision 设定谈判目标 II. Collecting information 收集情报 III. Staffing negotiation teams 组建谈判小组 IV. Choice of negotiation venues 选择谈判地点 Every negotiation requires . The preparatory work functions, in a sense, as lubrication on either or an ad hoc basis. Preparation is an integral and fundamental part of a negotiation, which prepares parties with information critical to negotiation, equips participants with weapons necessary for bargaining and builds up negotiators’ . A most important cause for in international negotiation is insufficient preparation and information. Negotiation preparation begins when people related with negotiation have to make decision on the following issues: 1) Objectives and targets to be ; 2) Macro and micro information to be researched; 3) Negotiation team members to be ; 4) Locations where negotiations to be . TARGET DECISION 设定谈判目标 Target decision has two components: preference of interests and target levels. 1. Preference of interests The first important task to be done at preparatory stage is for negotiators to decide which interests to be fulfilled first and which to be obtained at the cost of . Discussion in this regard facilitates negotiators to make their target decision