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会计学1.PhysicalContextofNegotiation2.TheInfluenceofCulturalDifferencesonNegotiation3.NegotiationStrategies4.PhasesofNegotiation5.CommunicationinNegotiationThemeaningofbusinessnegotiationacrossculturesSiteandSpaceScheduleandAgendaUseofTimeSiteandSpaceScheduleandAgendaUseofTimeTheInfluenceofCulturalDifferencesonNegotiationNegotiatingGoal:ContractorrelationshipNegotiatingAttitude:Win/WinorWin/LosePersonalStyle:FormalandInformalTheDifferencesofPersonalStyleCommunication:DirectorIndirectFormofAgreement:GeneralorSpecificD:Iwouldliketogettheballrollingbytalkingaboutprices.So,shallwestart?H:Shoot.Yes.Iwouldbehappytoansweranyquestionsyoumayhave.D:Emm…Yourproductsareverygood.ButI‘malittleworriedaboutthepricesyouareasking.H:Youmeanthatwewillprobablybeaskingformore?D:That‘snotexactlywhatIhadinmymind.Iknowyourresearchcostsarehigh,butwhatIwouldlikeisa25%discount.H:Thatseemstobealittlehigh,MissDaphne.Idon‘tknowhowwecanmakeaprofitwiththosenumbersthatyouputforwardtoD:Please,Handy,callmeDaphne.Well,ifwepromisethefuturebusiness--volumesales--thatwillslashyourcostsformakingtheExec-U-ciser,right?H:Yes,butit‘shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnoversomany?Wewouldneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?H:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwillnotgodownmuch.D:Thinkaboutit,Please!That‘sabigchangefrom25!10isbeyondmynegotiatinglimit.Anyotherideas?H:Idon‘tthinkIcanchangeitrightnow.Whydon‘twetalkaboutitagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommongroundonthis.D:Handy,I‘vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.Justwhatareyouproposing?H:Wecouldtakeacutontheprice.But25%wouldslashourprofitmargin.Wesuggestacompromise――10%.H:Ihopeso,Daphne.MyinstructionsaretonegotiatehardonthisdealbutI‘mtryveryhardtoreachsomemiddlegroundD
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