国际商务谈判课件.pptVIP

Creating Value Trade off 第一百二十六页，共一百七十七页。 Economies of scale Bargain Mart and the satellite stores Economies of scope Lease price 第一百二十七页，共一百七十七页。 ⑤ALTERNATIVES WHAT WILL YOU DO IF YOU DON’T REACH AGREEMENT ? 第九十四页，共一百七十七页。 Work Out Your BATNA A BATNA is a course of action, it is what you will do if there is no agreement. BATNA is Best Alternative To Negotiated Agreement 第九十五页，共一百七十七页。 Define Your Walk-Away Position Suppose Daniel’s BATNA is to find another employer. How should he use it in negotiations with Ken? 第九十六页，共一百七十七页。 Explore the Effect of a Coalition on You