青岛农业大学外国语学院商务视听与谈判II课件 Chapter11.pptVIP

Chapter Eleven Distributive Negotiation and Price Negotiation It’s a piece of cake! That’s puzzling! Distributive Negotiations Win Lose Relationship: simple and secondary Issues: simple and tangible Reward system: win or lose Assumptions: only present interests Strategy used To reduce other’s resistance to making of concession To reduce other’s estimation that you will concede To exploit other’s trust, low skill and inexperience To exploit information asymmetry Price Negotiation and Cost Analysis Two basic cost functions variable costs: raw materials and labor Fixed costs: supplier has t