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 论文编号：
lw200801172135329962 |
| 论文属性：
dissertation |
| 论文语言：English |
| 论文国家：China |
| 登出日期： 2008-01-17 |
| 字数： 3000 |
| 源程序：
无 |
| 价格：
免费论文 |
| 注明： |
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| 论文大纲，目录 |
| 关键词搜索：Collaborative Principled Negotiation |
f the enterprise. So the labor union tried to find the fault of the administrators to protect the benefit of the workers. The struggling between the two lasted long time and resulted bad outcomes for both of them. But nowadays they change the traditional conception and regard each other as problem solvers and communicate well with each other to seek for common promotion. The strike is less and the working condition of the workers is greatly improved, so is the administration system.
4.3 Mutual trust and respect
Collaborative principled negotiation pays emphasis on sincere cooperation, no posturing, so it has a high efficiency. At the same time, it is fair and satisfactory to participants who don’t feel deceived. Trust is the most important in today’s global business activities. It’s the basic principle for the business circle. If the businessman doubts each other, there will be no business concluded. Trust maintains the business going on smoothly in nowadays’ multi—national business and makes the world benefit a lot. Respect is the traditional virtue and ethical standard. We often hear that “If you want to be respected, you must respect others first.” Respect is mutual and necessary. It’s a good tie to maintain good relationship between people in any circumstance. The two elements are dispensable in international business negotiation to accelerate the agreements to be reached wisely and efficiently.
4.4 Separating people from problems
Negotiation deals wi英语论文网 【http://www.51lunwen.org】th problems not people who are only the carriers of problems. Principled negotiation suggests don’t get emotions intertwined with the substantive issues. It is soft on people and hard on problems to guarantee negotiators’ substantive interests and maintain their good relationships. We should handle personal attacks properly to pave a good way for business negotiation.
The buyer purchased a machine and the machine broke down several times in operating, the seller repaired it but it still in bad condition. Then the buyer may blame the seller “you sold us faint equipment with bad technology data” or “ you sold us the dated equipment and offered us bad maintenance service, we insisted returning the machine or compensating us.” Obviously, these words indicated blaming the seller; the seller would be angry and wouldn’t accept it. The buyer should say “the machine we have purchased from you has broken down and couldn’t be operated normally, shall we return the machine or change the main parts or take other complement measures?”. This indicated no blaming and made the seller upset and more easily to take responsibility for the deal.
4.5 Inventing options for mutual gain
The key to success lies in discovering the juncture which serves both parties. Thus, both parties try their best to brainstorm for possible options to mutual interests. And seek a final solution accepted by both parties.
A significant point that Collaborative Principled Negotiation differs from th
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