【正文】 estment .167。Make an relation to ValueShops.167。Find out if local government would offer tax breaks to improve the economics of the project.167。Unbundled the issues of use, lease transfer, and subletting, and analyze their relative importance.167。Claire has no alternative to dealing with Bargain Mart, but Eric is under no pressure to close a deal.167。Approaching to Creating Value Linkages:167。First, she discovers that her BATNA is weak and Eric’s is probably strong.167。Third, Claire needs to figure out whether Bargain Mart’s standard clause is a hard constraintCreating Value① Trade off② Economies of scale167。 Lease priceShaping the Structure167。? BATNA building:167。? Framing and reframing:167。? Forcing and delaying action: 167。One method of doing this is to invite other players into the negotiation.167。 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。 If you are willing to sign on, I can deliver this very attractive set of satellites.167。 Time167。 Bank the Agenda167。 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。 Bargain Mart’s Framing and Claire39。Firstly167。 Global Corporation’s new CEO, for less than a year.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。had already cost Global over $70 million in lost revenues167。Throughout the 1980s and ’s relations with its pilots had been badly strained. 167。 takeover would boost traffic on Global’s East Coast routes, thus preserving jobs.167。 1. Have past negotiations between the pany and the union created important precedents?167。 The diagnostic phase is the time to establish (or repair) relationships.167。 The detailedbargaining phase is the time of calling for persistence, a steady eye on the goal, and a strong stomach.The MicroInteraction Lens167。Irreversibility.167。 Maintaining control167。 Preserving reputation167。 Maintaining relationship167。Emotions.4Assessing the ResultsQUESTIONS ABOUT DIAGNOSING THE SITUATIONQuestion 1: Do You Have a Clear View of the Situation?Question 2: Have You Been Efficient and Effective in Your Learning?QUESTIONS ABOUT SHAPING THE STRUCTURE167。 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。 發(fā)出信息的方式總會(huì)影響接收信息的方式發(fā)出信息的方式總會(huì)影響接收信息的方式167。 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。 溝通是一種交誼舞溝通是一種交誼舞有效溝通技巧有效溝通技巧167。 小心使用術(shù)語小心使用術(shù)語167。 使用開放型的問題使用開放型的問題167。 找出異議找出異議167。 建設(shè)性地反對建設(shè)性地反對溝通的障礙及改善溝通的障礙及改善167。 合作合作 贏家對贏家贏家對贏家167。 讓步讓步 輸家對贏家輸家對贏家167。 回避回避 輸家對輸家輸家對輸家溝通中的致命過失溝通中的致命過失167。 發(fā)號施令：命令、威脅、多余的勸告發(fā)號施令：命令、威脅、多余的勸告167。 自尊和自信降低自尊和自信降低167。 部門之間矛盾部門之間矛盾167。 失去團(tuán)隊(duì)精神失去團(tuán)隊(duì)精神167。 你的聲音是一種樂器你的聲音是一種樂器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。 選用中性、明確、具體、好記、有活力的詞匯選用中性、明確、具體、好記、有活力的詞匯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。 方式：用一只耳朵聽；表情呆滯地聽；感方式：用一只耳朵聽；表情呆滯地聽；感謝式傾聽；積極傾聽。167。 技巧：解釋、反射感覺、反饋意思、綜合技巧：解釋、反射感覺、反饋意思、綜合處理、大膽設(shè)想處理、大膽設(shè)想反饋反饋167。 僅僅表達(dá)行為，不要添加解釋或標(biāo)簽。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。 鏡面映現(xiàn)法鏡面映現(xiàn)法讓對方看到熟悉的自己！讓對方看到熟悉的自己！目光：遠(yuǎn)觀、近看、廣視、注視；目光：遠(yuǎn)觀、近看、廣視、注視；表情：熱情、好奇、興趣表情：熱情、好奇、興趣手勢：快－有力；慢－柔和手勢：快－有力；慢－柔和姿勢：站、立、行、走姿勢：站、立、行、走口頭語言口頭語言167。 語速語速 ———— 快、慢；長、短快、慢；長、短167。 口語口語 ———— 術(shù)語、習(xí)慣用語術(shù)語、習(xí)慣用語文字語言文字語言167。 書寫力求簡潔、明了目的清晰書寫力求簡潔、明了目的清晰167。 三月 21三月 21Monday, March 22, 2023雨中黃葉樹，燈下白頭人。 三月 2111:03:3711:03Mar2122Mar211故人江海別，幾度隔山川。 三月 21三月 2111:03:3711:03:37March 22, 20231他鄉(xiāng)生白發(fā)，舊國見青山。 三月 2111:03 上午 三月 2111:03March 22, 20231行動(dòng)出成果，工作出財(cái)富。 11:03:37 上午 11:03 上午 11:03:37三月 21沒有失敗，只有暫時(shí)停止成功！。 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。 11:03:3711:03:3711:03Monday, March 22, 20231不知香積寺，數(shù)里入云峰。 22 三月 202311:03:37 上午 11:03:37三月 211楚塞三湘接，荊門九派通。 2023/3/22 11:03:3711:03:3722 March 20231空山新雨后，天氣晚來秋。 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。 三月 2111:03:3711:03Mar2122Mar211越是無能的人，越喜歡挑剔別人的錯(cuò)兒。勝人者有力，自勝者強(qiáng)。 22 三月 202311:03:37 上午 11:03:37三月 211最具挑戰(zhàn)性的挑戰(zhàn)莫過于提升自我。 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)