IBUS312 Lecture 17 190911-type of issues-negotiation process
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- 2013.01.20
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- 2012.04
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MS 파워포인트
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마지막 학년
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Distributive issue
Compatible issue
Integrative issues
Types of Issues
Distributive issue when you are in competition with each other (money is usually distributive)
Compatible issue when you are in agreement
Integrative issues when you can trade off issues.
Applying the concept of issue types
You applied for a job and have been the successful applicant. You are meeting the Human Resources representative to negotiate your starting package.
<중 략>
Negotiation Process the eastern view of negotiation phases
Preparation (what is important?)
Issue analysis and analysis of the players.
Relationship building
Information gathering
Information using
Bidding
Closing deal
Implementing the agreement
Barry, B., 2006, Negotiation.McGraw-Hill Irwin, Boston.
Start
Any issue can be re-opened for discussion
iation
Individualistic cultures (e.g. Australia, U.S., Western European countries) are focused on deal-making and are value open disagreement (vigorous debate) with the other party
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