Chapter6 Law of Interest distribution利益分配原则 Personal Interests VS Organizational Interests个人利益与集体利益 Personal Interests VS Organizational& National interests个人利益与集体 和国家利益 I. Communication Skills交际练习 IV. Effective negotiating成功谈判 4. Clarifying Positions VCD) During a negotiation interests of d ifferent kinds ne another a nteract on each other, exerting their influence directly or indirectly on the a negotlation Any negotiations occurred at home involve two levels of interests and sometimes three levels of interests and national interests To what extent these interests can be coord inated, integrated and balanced largely the and outcome of negotiations Personal interests are represented by negotiators who act in negotiations on behalf of whose interests depend on individual negotiators efforts to be fulfilled OrganIzations are as private or state-owned enterprises. institutions collective bod ies or other kinds of States means all countries and states Personal Interests VS Organizational Interests个人利益与集体利益 ersonal interests may include such major aspects as of personal value to higher position, increasing persona comfortable Comparatively speaking, personal interests can be easily brought into line with that of organizations since realization of one's personal SOC al in others' expectation are closely with his performance and done for the Therefore there is an connection between personal and organizational interests. so real ization of organizational interests means of personal interests and vice versa this linkage. negotiators will make his utmost efforts to achieve1 Chapter 6 Law of Interest Distribution 利益分配原则 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 III. Communication Skills 交际练习 IV. Effective negotiating 成功谈判 4. Clarifying Positions （VCD） During a negotiation, interests of different kinds with one another and interact on each other, exerting their influence directly or indirectly on the of a negotiation. Any negotiations occurred at home involve two levels of interests and sometimes three levels of interests: , and national interests. To what extent these interests can be coordinated, integrated and balanced _____ largely the and outcome of negotiations. Personal interests are represented by negotiators who act in negotiations on behalf of and , whose interests depend on individual negotiators’ effortsto be fulfilled. Organizations are as private or state-owned enterprises, institutions, collective bodies or other kinds of . States means all ______ countries and states. Personal Interests VS Organizational Interests 个人利益与集体利益 Personal interests may include such major aspects as of personal value, to higher position, increasing personal and comfortable life. Comparatively speaking, personal interests can be easily brought into line with that of organizations since realization of one’s personal , social and his in others’ expectation are closely with his performance and ______ done for the . Therefore there is an connection between personal and organizational interests, so realization of organizational interests means of personal interests and vice versa. By this linkage, negotiators will make his utmost efforts to achieve