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摘要：核心提示：英国论文代写-英国硕士论文代写-特色文化盛行的中国谈判过程-Cultural characteristics prevalent in the Chinese negotiation process-Hong Seng Woo, Lecturer and Programme Leader of the MA in Chinese Management, China Management Centre, Middlesex University Business School, London, UK

achieving some jointly desired outcome;
• each party has different interests and objectives, which prevent the achievement of an outcome;
• each party should consider the possibility of persuading the other to modify their intial position;
• even if the outcome is not the one expected at first, each party must retain hope that an acceptable outcome can be reached;
• each party has a degree of power (but not absolute power) over the other’s ability to act;
• essentially it is an interaction between people; and
• a successful outcome is a mutually acceptable solution or compromised solution.
While differing in details, Fowler (1986) argued that all negotiation processes follow a three-stage frame:

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