文档介绍：JiNing College Of Vocation and Technology
INTERNATIONGNAL BUSINESS
NEGOTATION
(THEORY CASES SIMULATION)
Tuesday, July 24, 2007
Personal Presentation
Ren Guangjian
Tel: **********(h) 0537-2239237(o)
(Department of Economic and Administration)
PREFACE
Through learning, the students will be able to:
Increase understanding the characteristics of a negotiation;
Develop ability to analyze the process and structure of a negotiation;
Increase awareness of attitudes ,mind-set and basic theories in different negotiation situations; and
Increase awareness of one’s psychological behavior and personality style as they are backed one’s culture
CHAPTER 1 Negotiation Motives and Key Terminology
Negotiation motives and key terminology 谈判动机与关键词语
Negotiation谈判
Conflicts冲突
Stakes利益
Case study: Matsushita Electric Corporation 松下电器公司
Human beings live in a finite world ,but their appetites are oriented to the infinite .As a result, man’s unlimited demand has constantly given rise to conflicts between such demand and limited, scare natural resources. To find a way out ,the science of economics has been developed to study alternative ways to use scarce and limited but productive resources to produce goods and services to satisfy man’s unlimited demand. man’s endless need and demand not only produce confrontation against nature but trigger conflicts among themselves.
For example:
The long lasting negotiations between Israel and Syria on returning of Israel occupied territory-Golenhigh site an example to the point.
Water conflict in the Middle East is simply one typical issue among countless disputes of similar nature among countries and nations. Territory in Kasmir, oil in the Middle East and diamond in the South Africa have all provoked and stirred up serious and long lasting military and political confrontation among countries both nearby and far away.
There are also other serious confrontations and conflicts induced by social, religious, cultural and political e