第一章-談判概述-資料下載頁
2025-08-09 15:23本頁面
【正文】 O CLalt ? change ? Laura has been employed by an anization for six months and making $31,000 per year. When hired, the average salary of Laura’s college classmates who were accepting new jobs was $30,000. ? Recently, the anization where Laura works was downsized and Laura’s job was eliminated. Her boss offered her another job in the anization at $28,000. ? Laura realizes that most other panies are not currently hiring because it is not the end of school year, and she believes that it would be difficult to find a new job more than $25,000. IV. 影響談判的因素 CL O CLalt $30,000 $28,000 $25,000 Better Oute Worse Oute Laura’s Situation O ——$28,000 CL ——$30,000 CLalt——$25,000 or Unemployment OCL→ unsatisfactory OCLalt→ dependent Laura will stay! Why? O CLalt CL ——$32,000 ——$31,000 ——$30,000 A O CL CLalt ——$32,000 ——$30,000 B IV. 影響談判的因素 ——$27,000 ? Which one is more reliable and steady between relationship A and B? 4. Practice (Standards for Evaluating Relationship Outes) CL O CLalt ——$30,000 ——$28,000 unemployment CL CLalt O ——$30,000 ——$15,000 unemployment D IV. 影響談判的因素 C ? Can you know the reason that both two are not satisfied with their jobs while one stay and one leave? CLalt O CL ——$36,000 ——$30,000 E CLalt CL O ——$30,000+ ——$30,000 F IV. 影響談判的因素 ——$28,000 ——$32,000 ? Could you tell me which one is the so called “bitter sweet” situation? IV. 影響談判的因素 5. What could we learn? a. attractiveness/satisfaction Vs. dependency b. the ranges between O and CLalt of both sides IV. 影響談判的因素 A B Possible Behavior Range (OCLalt) + + Cooperation + B39。s dependent on A. + A39。s dependent on B. Break off negotiation 本章小結(jié) 1. 談判的含義 2. 商務(wù)談判的內(nèi)容 3. 談判的重要概念 4. 談判的類型 5. 影響談判的因素
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