国际商务谈判:理论、案例分析与实践(第五版)英文版课件Chapter11.ppt
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1、,Chapter Eleven,Distributive VS Integrative Types of Negotiation,Chapter ElevenDistributive VS,Win or lose?,Win Win?,Negotiations can be categorized into two types by how people looking at the results of negotiations: the distributive, representing win-lose result and the integrative, representing w
2、in-win result.,Win or lose?Win Win?Negotiatio,Distributive Negotiations,Win,Lose,Relationship: simple and secondaryIssues: simple and tangibleReward system: win or loseAssumptions: only present interests,Distributive NegotiationsWinLo,Strategy used,To reduce others resistance to making of concession
3、,To reduce others estimation that you will concede,To exploit others trust, low skill and inexperience,To exploit information asymmetry,Strategy usedTo reduce others,Price Negotiation and Cost Analysis,Two basic cost functionsvariable costs: raw materials and laborFixed costs: supplier has to bear i
4、rrespective of whether it manufactures anything or not, such as rent, rates, insurance, wages,Price Negotiation and Cost Ana,Fixed Cost Elements,planning and production expensesexpenditures on plant and equipment, and such administrative costs as salaries, insurance, depreciation and interest on ove
5、rdraftsmarketing and distribution costscost of running the marketing operation (including the sales force), provision for retailer support,Fixed Cost Elementsplanning an,Variable cost + fixed costs= cost of product+ profit margin= selling price,Equation of cost structure,Profit,Variable cost Equatio
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- 国际 商务 谈判 理论 案例 分析 实践 第五 英文 课件 Chapter11
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