談判與沖突管理)(2)(編輯修改稿)
2024-11-19 22:25 本頁面
【文章內(nèi)容簡介】 the other party Assessment of the situation Details in the handout worksheet,?,How to evaluate the negotiation,Relationship building Constructive communication Interest satisfied( including the other party and the third party) Solutions Reasonable BANTA (benchmark) COMMITMENT (understanding and feasible),?,Distributive Bargaining,When a negotiator wants to maximize the value obtained in a single deal and when the relationship with the other party is not important. Target point and resistance point。 asking price and initial offer。 alternative outcome,?,Two tasks in distributive bargaining,Discover the other party’s resistance point influencing the other party’s resistance point will vary directly with his estimate of your cost of delay or aborting negotiations will vary inversely with his cost of delay or aborting will vary directly with the value the other party attaches to that outcome will vary inversely with the perceived value the first party attaches to an outcome,?,Tactical tasks,To assess the other party’s outcome values and the costs of terminating negotiation to manage the other party’s impression of the negotiator’s outcome values to modify the other party’s percept
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