【管理類】組織行為學(xué)(9)-文庫吧在線文庫
【正文】 the opponent ? consultant: an impartial 3rd party,skilled in conflict management,who attempt to facilitate creative PS through munication analysis Chap. 13 Conflict negotiation 167。 Focus on interests than positions, Invent options for mutual gain ? Characteristic Distributive Integrative Available resources Fixed amount to be Variable Primary motivations I win,you lose win,win Primary interests Opposed to each other convergent Focus of relationship Short term long term ? conditions:open with information candid about their concern,a sensitivity to other’ s needs,trust one another, willingness to maintain flexibility 2. Negotiation process ? Preparation planninggoals(minimally acceptable,most hopeful),information gathering, develop a strategyB alternative To N Ag ? definition of ground rules ? clarification justification ? bargaining PS ? closure inplementation 3. Issues in negotiation ? (1)Dm biases hindering effective negotiation escalation of mitment。 related to production,73%。 Conflict A process that begins when one party perceives that another party has negatively affected,sth. That the 1st party cares about perceived。 Negotiation a process in which 2 or more parties exchange goods or cervices attempt to agree upon the exchange rate for them the use of negotiation bargaining interchanges Strategies (1) Distributive : Claiming value ? Negotiation that seeks to divide up a fixed amount of resources。 negotiation。 sales center on volume share,credit for managing ? As the priority move up, the cost of the method increase ? rules procedures。 06:18:3206:18:3206:182/8/2023 6:18:32 AM 1以我獨(dú)沈久，愧君相見頻。 , February 8, 2023 很多事情努力了未必有結(jié)果，但是不努力卻什么改變也沒有。 上午 6時(shí) 18分 32秒 上午 6時(shí) 18分 06:18: 楊柳散和風(fēng)，青山澹吾慮。 2023年 2月 上午 6時(shí) 18分 :18February 8, 2023 1業(yè)余生活要有意義，不要越軌。 06:18:3206:18:3206:18Wednesday, February 8, 2023 1知人者智，自知者明。 :18:3206:18:32February 8, 2023 1意志堅(jiān)強(qiáng)的人能把世界放在手中像泥塊一樣任意揉捏。 2023年 2月 8日星期三 上午 6時(shí) 18分 32秒 06:18: 1比不了得就不比，得不到的就不要。 task force。 think negotiation never end。
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