IBUS312 Lecture 13 050911-language
- 최초 등록일
- 2013.01.20
- 최종 저작일
- 2012.04
- 30페이지/
MS 파워포인트
- 가격 2,000원
소개글
마지막 학년
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본문내용
Language
Discourse research has shown that we infer meaning from words and have expectations about appropriate answers
People from different cultures may not know the correct answer or not infer the correct meaning ? e.g. How are you?
At a bus stop ? ‘Can you tell me the time?’ Expected answer?
In a meeting ? boss to secretary: ‘Do you have the minutes?’
Language
Connotations of words reflect cultural norms/rules
Tea time
‘Bring a plate’
What would happen if you asked for a “trim flat white” or a “long black” in Jo’burg?
<중 략>
BATNA for car purchase
What are my alternatives to negotiating with this BMW dealer to buy this red 1 series coupe ?
Riding bike to work
Catching a bus
Buying a different car
Buying from another BMW dealer
Waiting to buy it later
What are the BMW dealer’s BATNAs to negotiating with you?
Finding another customer
Selling it through an auction
Holding on to the car
How does the BATNAs influence relative power?
Setting your bargaining range
After you have figured out your and the OP’s BATNA
Set your bargaining range
Target point ? ideal outcome
Resistance point ? where you would prefer no deal / walk-away
Opening offer ? below target if buying, above target if selling
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