国际商务谈判参考答案.doc

文档介绍：KeytoExercisesfromChapter1tochapter15IntroductiontoNegotiationsCaseone:,acontractdispute,thetermsofasale,ordbetweenwarringnations,,-levelinternationalnegotiations,mostofyouwillhavetonegotiatewithcolleagues,bosses,customers,,,estotallysubverted(坏事的),,,:,thebosshasauthority,:insteadofdemonstratinghisauthoritybydenyinghisrequest—anauthoritarianapproachthatheknewwouldalienateLiTian—:IfLiTiancouldfindareplacementtodohisjob,’:(1).InformationonRelatedEnvironmentalFactors(2)KnowingtheOpponent(3)petitors(4)(studentswillfindtheirownexamples,butshouldidentify:Atoy,cost50yuanidealtarget90yuanbottomline::petition,promise,andCollaborationAvoidanceisnon-petitionisalsoknownasdistributiveorwin-“Iloseyouwin”modation,twodist