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Exhibit 12.5: Understanding Negotiators from Other Countries

Exhibit 12.5: Understanding Negotiators from Other Countries

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Step 2: Building the

Relationship

•• First

First stage

stage ofof the

the actual

actual negotiation

negotiation process

process

•• No

No focus

focus on

on business

business

•• Partners

Partners get

get toto know

know each

each other

other

•• Social

Social and

and interpersonal

interpersonal exchange

exchange

•• Duration

Duration and

and importance

importance vary

vary by

by culture

culture



Copyright© 2005 South-Western/Thomson Learning All rights reserved



Step 3: Exchanging

Information and the First Offer

•• Both

Both parties

parties exchange

exchange information

information on

on their

their needs

needs for

for

the

the agreement

agreement

•• Parties

Parties exchange

exchange task-related

task-related information

information and

and first

first

offer

offer

•• Task-related

Task-related information:

information: actual

actual details

details or

or the

the

proposed

proposed agreement

agreement

•• First

First offer:

offer: first

first proposal

proposal by

by parties

parties ofof what

what they

they

expect

expect from

from the

the agreement

agreement

Copyright© 2005 South-Western/Thomson Learning All rights reserved



Exhibit 12.6: Information Exchange and

First-Offer Strategies



Copyright© 2005 South-Western/Thomson Learning All rights reserved



Exhibit 12.6: Information Exchange and

First-Offer Strategies



Copyright© 2005 South-Western/Thomson Learning All rights reserved



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Exhibit 12.5: Understanding Negotiators from Other Countries

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