课程教案授课题目（教学章节或主题）CHAPTER12Managing.docVIP

课 程 教 案授课题目（教学章节或主题）：CHAPTER 12 Managing Negotiation Mismatches授课类型　理论课授课时间第 周星期 第 节教学内容： Managing the Shadow Negotiation and Social Contract Responding to the Other Side’s Hard Distributive Tactics3. Responding When the Other Side Has More Power 4. The Special Problems of Handing Ultimatums5. Responding When the Other Side Is Being Difficult 基本内容：1．Managing the Shadow Negotiation and Social Contractsubstantive negotiation shadow negotiation how the negotiation will proceed. not decided in the open but occur “in the shadows”. The result of this ongoing shadow negotiation is