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文档26Negotiation
Negotiation:aninterpersonaldecision-makingprocessbywhichtwoormorepeopleagreehowtoallocatescarceresources.
Whyoccur
tocreatesomethingnewthatneitherpartycoulddoonhisorherown
toresolveaproblemordisputebetweentheparties
Managerisnegotiator
Dynamicnatureofbusiness
Interdependence
Competition
Informationage
Diversity
Characteristicsofnegotiation
Twoormoreparties
conflictofinterestbetweentwoormoreparties
voluntaryprocessandastrategypursuedbychoice
nofixedorestablishedsetofrulesorprefertoinventtheirown
giveandtake
bothintangiblesandtangiblesareconcerned
NatureofNegotiation---Interdependence
Mutualdependency(goal)andmutualadjustment(process)
ActualstructureofinterdependenceVs.perceivedinterdependence
Dilemmainnegotiation
dilemmaofhonesty
dilemmaoftrust
Buildingtrust(effortsontheperceptionoftheoutcomeandeffortsontheprocess)
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