[국제협상/외교협상/영문피피티A+] Strategy and Tactics of Distributive Bargaining- 분배적 교섭 영문피피티
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- 2008.07.15
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- 2008.07
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[국제협상/외교협상/영문피피티A+] Strategy and Tactics of Distributive Bargaining- 분배적 교섭 영문피피티
목차
PROCESS
1. The Distributive Bargaining Situation
2. Tactical Tasks
3. Positions Taken During Negotiation
4. Commitment
5. Closing The Deal
6. Hardball Tactics
본문내용
What is a distributive bargaining?
Also called competitive, or win-lose, bargaining
The goals of one party are usually in fundamental and direct conflict with the goals of the other party
Basically a competition over who is going to get the most of a limited resource
Why should we learn about a distributive bargaining?
Although there might be negative effects, distributive bargaining strategies and tactics are quite useful under conditions below
1) when a negotiator wants to maximize the value obtained in a single deal
2) when the relationship with the other party is not important
3) When they are at the claiming value stage of negotiations
Distributive Bargaining Situation
참고 자료
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