国际商务谈判(第三版)ppt Chapter 3.pptVIP

Chapter Three Case Introduction A Chinese Engineering Company In Gabon Case Introduction:the Chinese company dismissed quite a number of local workers after completing the framework of the construction, which gave rise to a strike lasting for 40 days. The strike ended with the Chinese company’s failure in the negotiation and a large sum of compensation to the workers. Target Decision Preference of interests Target levels Determine the importance of interests Desirable target --- a potential one Acceptable target --- making all effort to achieve Bottom target --- the least target to achiev