[研究生入學考試]chapter_1_negotiation-展示頁
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【正文】 asion Motive of Negotiation ? Needs and wants are the motives for negotiation. ?The more your opponent wants from you, the more likely you will succeed. Analysis of Case One: Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him. Conflict ? A Conflict is a dispute, disagreement or argument between two or more interdependent parties who have different and mon interest. ? Three essential points ? Interdependent parties (relationship developed by interrelated interest) ? Both mon and different interests ? Fight for one’ s own interests Stakes（利害關系） ? Stakes are the values that may be gained or lost, and costs that may be incurred or avoided. ? Comparison of benefits ? Current interest vs. longterm interest ? No free lunch (one for one) No free lunch ? In order to get what is desired, both parties have to pay for the gaining at either high cost or low cost depending on how well negotiators manage the situation. Information transfer ? Negotiation is based on the information flow between two or more parties. ?The information gap and unpredictability of the other party makes negotiation possible. ?So information is
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