【正文】 EEMENTS THAT WOULD BE ACCEPTABLE TO ALL SIDES?Try to Find the Bargaining Range Using his assessment of Ken’s interests and BATNA, Daniel can try to estimate Ken’s walkaway.Bargaining Range in Distributive Negotiations The nature of the bargaining range depends on whether a negotiation is, purely about claiming value or create value.claiming value divide the pie ,lose and gain create value enlarge the pie, winwinBargaining Range in Integrative Negotiations Negotiations of this kind are therefore integrative: they bine efforts to integrate interests and create value (to enlarge the pie) with efforts to claim value (to divide the pie).167。Eric invoked Bargain Mart’s standard clause about use, transfer of the lease, and subletting.167。Unbundled the issues of use, lease transfer, and subletting, and analyze their relative importance.167。Third, Claire needs to figure out whether Bargain Mart’s standard clause is a hard constraintCreating Value① Trade off② Economies of scale167。? Forcing and delaying action: 167。 Time167。Firstly167。Throughout the 1980s and ’s relations with its pilots had been badly strained. 167。 The detailedbargaining phase is the time of calling for persistence, a steady eye on the goal, and a strong stomach.The MicroInteraction Lens167。 Maintaining relationship167。 開始傳遞信息的方式?jīng)Q定了我們溝通的結(jié)開始傳遞信息的方式?jīng)Q定了我們溝通的結(jié)果果167。 找出異議找出異議167。 回避回避 輸家對(duì)輸家輸家對(duì)輸家溝通中的致命過失溝通中的致命過失167。 失去團(tuán)隊(duì)精神失去團(tuán)隊(duì)精神167。 在沒有說明原因之前不要說你喜歡什么或不喜歡什么在沒有說明原因之前不要說你喜歡什么或不喜歡什么收集正確信息收集正確信息167。 僅僅表達(dá)行為，不要添加解釋或標(biāo)簽。 語速語速 ———— 快、慢；長(zhǎng)、短快、慢；長(zhǎng)、短167。 三月 2111:03:3711:03Mar2122Mar211故人江海別，幾度隔山川。 11:03:3711:03:3711:033/22/2023 11:03:37 AM1成功就是日復(fù)一日那一點(diǎn)點(diǎn)小小努力的積累。 三月 21三月 21Monday, March 22, 2023閱讀一切好書如同和過去最杰出的人談話。 2023/3/22 11:03:3711:03:3722 March 20231一個(gè)人即使已登上頂峰，也仍要自強(qiáng)不息。勝人者有力，自勝者強(qiáng)。 22 三月 202311:03:37 上午 11:03:37三月 211楚塞三湘接，荊門九派通。 三月 2111:03 上午 三月 2111:03March 22, 20231行動(dòng)出成果，工作出財(cái)富。 書寫力求簡(jiǎn)潔、明了目的清晰書寫力求簡(jiǎn)潔、明了目的清晰167。 反饋意見要有現(xiàn)實(shí)性反饋意見要有現(xiàn)實(shí)性身體語言身體語言167。167。 運(yùn)用語言、語調(diào)、音量和語速達(dá)到最好的溝通效果運(yùn)用語言、語調(diào)、音量和語速達(dá)到最好的溝通效果167。 自尊和自信降低自尊和自信降低167。 合作合作 贏家對(duì)贏家贏家對(duì)贏家167。 小心使用術(shù)語小心使用術(shù)語167。 Question 4: Are You Building Your BATNA?Question 5: Are You Shaping the Issue Agenda?Question 6: Are You Winning the Frame Game ?Question 7: Are You Channeling the Flow?QUESTIONS ABOUT MANAGING THE PROCESSQuestion 8: Are You Moving the Process Through the Right Phases?Question 9: Are You Creating Value as Well as Claiming It?Question 10: Are You Accumulating Negotiating Capital?Question 11: Are You Crafting Sustainable Agreements?Question 12: Are You Upholding Your Ethical Standards?Question 13: Are You Learning, Both Individually and Organizationally?溝通六要素溝通六要素167。 Maintaining control167。 1. Have past negotiations between the pany and the union created important precedents?167。 He had a reputation for toughness and attention to detail.Bolton :announced Global would acquire Regional Air, a small East Coast carrier, for $100 million in cash.Other side : Global’s pilots, Adams, union president ,a former air force fighter pilot167。 As we have seen, it is sometimes possible to create value by broadening the agenda to allow for mutually beneficial trades.4. Framing and Reframing167。 Promote Competition.① be locked in a fierce battle for market share.② controls a very attractive site in an untapped market.③ the presence of one would effectively shut out the other.n Build Coalitions167。? BATNA building:167。Approaching to Creating Value Linkages:167。Make an relation to ValueShops.167。 she was developing in Fairfield, a midsized city north of Boston.167。Quicker vesting橙子的個(gè)故事橙子的個(gè)故事Propose Mutually Beneficial Trades⑤ ALTERNATIVES WHAT WILL YOU DO IF YOU DON’T REACH AGREEMENT ?Work Out Your BATNAlA BATNA is a course of action, it is what you will do if there is no agreement.lBATNA is Best Alternative To Negotiated Agreement Define Your WalkAway Position Suppose Daniel’s BATNA is to find another employer. How should he use it in negotiations with Ken?Explore the Effect of a Coalition on Your BATNA167。Settling a strike The current dispute is likely to be part of a longerterm pattern of contention, which may create barriers to agreement. and Deal with Toxic Issues④ INTERESTS WHAT GOALS ARE YOU AND OTHERS PURSUING?Seek Out Shared Interests Two elements must normally be present for negotiation to take place: there must be both mon interests and issues of conflict.Omega SystemsDaniel Kenmon interestsissues of conflict167。 Deal DisputeDeal and Transaction167。 Are there professional codes of conduct that apply here?167。Who has the authority to make which decisions?167。(3)issue。167。 Building coalitions167。 (1) Diagnosing the situation。 第一次開會(huì)第一次開會(huì)167。 Boss家族企