国际商务谈判(（第三版）参考答案.doc

国际商务谈判第三版 参考答案 目录 Contents TOC \o 1-5 \h \z Chapter 01 Basic Theories for International Business Negotiation 1 \o Current Document \h Chapter 02 Staffing Negotiation Teams 5 \o Current Document \h Chapter 03 Phases of International Business Negotiation 11 Chapter 04 Negotiation Strategy and Tactics 17 Chapter 05 Types of International Business Negotiation 21 \o Current Document \h Chapter 06 Verbal and Nonverbal Communication Skills 25 \o Current Document \h Chapter 07 International Business Negotiation Etiquette 29 Chapter 08 Cross-Cultural Business Negotiation 33 Q Q国际商务谈判(第三版)参考答案 Q Q国际商务谈判(第三版)参考答案 Business Negotiation Lead-iii Questions： How do you understand the practice of integrative bargaining negotiators? How will it benefit the negotiation? Key to the questions： “Integrative” refers to the potential for the panics interests to be combined with ways that create joint value or enlarge the pie. Integrative negotiation often involves an agreement process that better integrates the aims and goals of all the involved negotiating parties through creative and collaborative problem-solving. In this case, the challenge to the negotiators at Microsoft and Nokia is to integrate nvc different identities. The negotiators of both parties see the value (and value-creating potential) in letting each firm maintain its own identity instead of engaging in the reconciliation of differences in identity. In my opinion, this integrative negotiation is a win-win practice. This integrative negotiation entails two different identities to be negotiated. It is a “win-win practice. The negotiators of both parties view their counterparts as individual organizations, then combine the strengths of each party; and finally reach a successful agreement. Section A Discussion Questions Why do people negotiate? How do you understand negotiation? Key to the questions： In the deal-based economy of the contemporary world in fierce competition, there is a growing demand for companies