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1、,Chapter Two,NEGOTIATION PROCEDURE & STRUCTURE,Introduction of team members,Discussion of agenda,Formal negotiation,Wrapping up,Determine interests and issues,Design and offer options,Introduce criteria to evaluate option,Estimate reservation points,Explore alternatives to agreement,Reach an agreeme
2、nt,Inquiry,Offer,Counter offer,Acceptance,STRUCTURE OF BUSINESS NEGOTIATION,Case Study,Sino-Us negotiation On Intellectual Property Right,What are the interests of China and US In IPR negotiation? What are the major issues involved in the negotiation? How do you comment on the final result of the negotiation?,