文档介绍：1. Negotiations occur for one of three reasons:
(1) To agree on how to share or divide a limited resource, such as land, or property, or time, etc
(2) To create something new that neither party could attain on their own
(3) To resolve a problem or conflict between the parties
The role of the Chief Negotiator:
(1) In many cases, being the boss almost precludes someone from being a good negotiator.
(2) The chief negotiator is responsible for unifying the strategies, tactics and overall style to be used by a pany.
(3) must be a decision maker who can keep everyone satisfied without being distracted from the pre-established priorites.
(4) It's certainly necessary s to be thoroughly briefed on the technical aspects of the negotiation, it’s by no means a requirement that they be experts.
(5) must be anized in order to effectively handle the vast number of problems that will inevitably arise.
(6) Whenever possible, should have full control over the selection of negotiating team members.
3. Character traits of the Chief Negotiator:
Shrewdness
Patience
Adaptability
Endurance
Gregariousness
Concentration
The ability to articulate
Sense of humor
How big should the team be?
Visiting team
The expenses and difficulties that arise when the NT operates overseas
Communication within the NT must be precise and concise
Agreement on tactics es more difficult in direct pr