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분야
pptx2.WALL STREET( Main HEROS)
3.Main HEROS
4.Analysis - Search for higher joint benefits
5.Analysis – Firm-Flexibility Rule
6.Analysis – Relationship & Integrative Nego.
7.About Negotiation
8.Story
9.Preview of Negotiation
10.Negotiation Process
11.Gekko’s tactics
12.Larry’s mistake
13.Distributive to Integrative
14.Cultural Understanding
15.Video Clip Analysis
16.Recommendation
Eliminate the chance of discussing on initial offer
Intimidation
Threats counter party when they lack of strong BATNA.
Mistake 1
Fail to formulate effective negotiation strategy
Mistake 2
Fail to encounter Gekko’s tactics
Mistake 3
Fail to shift the negotiation into integrative one
→ only focus on one issue(share price)
→ competitive negotiation, not cooperative
Zero sum, win – lose situations
Ignore integrative negotiation opportunities
Sub optimal result
