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1、ILDiscussion1.Studentsshouldidentify:1.macroandmicroinformationtoberesearched2.objectivesandtargetstobeachieved3.strategiestobechosenandagendatobeset4.negotiationteammemberstobeinvolved5.locationswherenegotiationstobeconducted6.Adjustingbasedonrealitybackedupbylearning1-macroandmicroinforma
2、tiontoberesearched1)InformationonrelatedenvironmentaifactorsThepoliticalstate,Religiousbelief,Thelegalsystem,Businessconvention,Socialcustoms,Financialstate,Infrastructureandlogisticssystem,Climatefactor2)KnowledgeoftheopponentNatureofthecompany,Developmenthistory,Financialandcreditstatus,F
3、eaturesofitsproducts,Worldmarketshares,Productionandsupplycapacity,Pricelevels,Preferredpaymentterms,Negotiationtargetsorobjectives,Natureofthecompany,Creditstatusandfinancialstatus,!ndividuals3)KnowledgeofcompetitorsSupplyofanddemandfortheproducts,Informationaboutsimilarproducts,Technologi
4、caldevelopmenttrends,Productioncapacity,Operationalstates,Marketsharesofthemajorproducers,Salesforces,Pricelevels,distributionchannels,competitionandrelationshipbetweenoramongrivals4)Knowledgeofoneselfcapacitiesandabilitiestosupply,operationalconditions2.objectivesandtargetstobeachieved1)De
5、finingone'sinterest2)ClarifyingobjectivesPrioritizingone'sgoalsEstablishinggoals3)Buildingone'sBATNA3.strategiestobechosenandagendatobeset1)Choosingastrategy(5types)2)Settinganagenda(theorder:l-4-3・2)4・negotiationteammemberstobeinvolved1)One・on・OnevsTeamNegotiationAdvantagesandDisadvantages
6、2)TheLeaderObligations/responsibilities/jobdescriptionGeneralCharacteristics/Howtochoosetheleader?3)TeamMembersHowtochooseteammembers?(2wrongchoices)Menvs.WomenNegotiatingcharacters(5types)4)TeamworkGeneralCharacteristicsofeffectiveteamsRolesSeatingLocation5.locationswherenegotiationstobeco
7、nductedhomecourt/venue6.Adjustingbasedonrealitybackedupbylearning2.Forexample（studentswillfindtheirownexamples,butshouldidentify:Atoy,cost50yuanidealtarget90yuanminimumtargetorbottomline:60yuanrealistictarget:75yuan3.Studentsshouldidentify:Avoidance,Comp
