第十五章冲突与谈判《组织行为学》罗宾斯中文12版.pptVIP

* * * * * * * * * * * * * * * * * * * * * * ? 2007 Prentice Hall Inc. All rights reserved. 谈判策略 综合谈判 寻求一种能得到双赢结果的处理办法。 分配谈判 对于一份固定大小的利益谁应分得多少进行协商，在零和条件下操作。 ? 2007 Prentice Hall Inc. All rights reserved. 分配谈判与综合谈判 E XHIBIT 15-5 Bargaining Distributive IntegrativeCharacteristic Bargaining Bargaining Goal Get as much of pie Expand the pie as possible Motivation Win-Lose Win-Win Focus Positions Interests Information Low High Sharing Duration of Short term Long term relationships Source: Based on R. J. Lewicki and J. A. Litterer, Negotiation (Homewood, IL: Irwin, 1985), p. 280