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时间:2020-03-17
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1、材料5TheNegotiationProblemOneofthebiggeststumblingblocksencounteredbyanegotiatoristoclearlyunderstandtherealissuesastherootcauseandbasisforthenegotiationinthefirstplace.Alltoomanytimes,negotiatorstakeinsufficienttimetoclearlyidentifyandframetheproblemorissuestoberesolvedandnegotiate
2、d.Thisisthecrucialfirststeptoanynegotiation・Ifthisfirstphaseofthenegotiationprocessisnotaddressedproperly,thanitisquitelikelythattherestthewholenegotiationprocesswillunravelbecausethecoreissueswerenotproperlyunderstoodattheoutset.Let,slookatanexamplecasestudywhichemphasizestheneed
3、todefineandidentifytheproblem・Inthisexample,asubstantialelectronicsfirmfaceconsiderabledifficultiesinoneoftheirsubassemblies.Therootcoreoftheproblemrevolvedaroundcertaintypesoffittingsandpinsthatwerebecomingbentanddistortedbytheoperationofthemachinery.Unitswhichwerebeingproducedwe
4、redamagedandhadtoberejectedbecauseofimperfections.Theserejectedcomponentswereputasideandthenre-workedlateroninthemonth.Thisduplicationofeffortresultedinincreasedcostsasworkershadtoworkovertimetomeettheirquotas.Theseextracostsfortheextraworkperformedhadnotbeenconsideredinthemanufac
5、turingbudget.Themanagerofthissubassemblylinedidnotwantbechargedwiththeseoverheadexpensesbecausehefeltitwasnottheirresponsibility.Likewise,themanagerwhowastheoverseerofthefinalassemblydepartmentalsorefusedtoaccepttheincreasedcoststohisbudget.Hearguedthattheextracostswereadirectresu
6、ltofthepoorworkofthepersonnelinthesubassemblydepartmentasthiswaswheretheproblemoriginated.Thesubassemblydepartmentmanagercounteredthisargumentbyclaimingthatthepartswereingoodconditionbeforetheylefthisdepartmentandthatthedamagemusthaveoccurredinthefinalassemblymanager^sdepartmentin
7、stead.Bothpartieshadreachedamimpasse.Sometimepassedbeforearesolutiontothematterwasworkedoutthatwasagreeabletobothparties.Whatbothpartieswerereallyseekingwastofindalongtermsolutiontothisdilemma.Itwasonlywhentheytrulyunderstoodthenatureoftheproblemtheywereabletonegotiateareasonables
8、olutionthatwasacceptabletobothoft
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