cration of negotiat Not every item to be discussed weighs the same in the minds of negotiators. Each time there will have to be some bones to be dealt with Some negotiators prefer to go into key issues immed iately after the negotiation starts To let the first Secondly, and efforts can be gathered and focused on those Issues Finally, initial tensions of relations built up when discussing difficult issues will in relaxation of tension and satisfaction of easy Other negotiators prefer to place key issues last or after discussion and settlement of trivial ones Such arrangement creates the effects of relaxation of relations and ease in the initial stage, which may lead negotiators to their way over tough and difficult issues naturally Arrangement of trivial issues first and important issues second caters to common discrepancy appears large and no party will make ea part icularly when foreseeing of mentality of having tough issues the later the bet until the last moment of dead line comes 3. Formal negotiation When to start formal negotiation? Introduction of team members The agreement of schedule/agenda Formal negotiation Wrapping- up process can be as short as a couple of or as long as a few if time permits To review and confirm the agreement and result of talks on each issue so that no of understand ing exists Some seemingly reached agreements and resolved problems may induce further arguments and debates when they are confirmed as agreements In addition, some points ignored or overlapped in the course of negotiation may be brought up for discussion again Sometimes wrapping up may also include arrangements for follow-up work to be onsidered for the negotiating parties in future GENERAL STRUCTURE OF NEGOTIATIONS一般结构2 _______consideration of negotiators. Not every item to be discussed weighs the same in the minds of negotiators. Each time there will have to be some ____ bones to be dealt with. Some negotiators prefer to go into key issues immediately after the negotiation starts. To let the ______ go first is one reason for such preference. Secondly, ______ and efforts can be gathered and focused on those _____ issues. Finally, initial tensions of relations built up when discussing difficult issues will ____ in relaxation of tension and satisfaction of easy ____ of benefits. Other negotiators prefer to place key issues last or after discussion and settlement of trivial ones. Such arrangement creates the effects of relaxation of relations and ease in the initial stage, which may lead negotiators to _____ their way over tough and difficult issues naturally. Arrangement of trivial issues first and important issues second caters to common mentality of having tough issues the later the better, particularly when foreseeing of discrepancy appears large and no party will make easy _______ until the last moment of deadline comes. 3. Formal negotiation When to start formal negotiation? Introduction of team members ↓ The agreement of schedule/agenda ↓ Formal negotiation Wrapping-up process can be as short as a couple of _____ or as long as a few _____ if time permits. To review and confirm the agreement and result of talks on each issue so that no ___________ of understanding exists. Some seemingly reached agreements and resolved problems may induce further arguments and debates when they are confirmed as _______ agreements. In addition, some points ignored or overlapped in the course of negotiation may be brought up for discussion again. Sometimes wrapping up may also include arrangements for follow-up work to be considered for the negotiating parties in future. GENERAL STRUCTURE OF NEGOTIATIONS 一般结构