CHAPTER 3 Strategy and Tactics of Integrative Negotiation 一体化(整合型)谈判 ( expanding the pie增大蛋糕) Approach: a comparative view
CHAPTER 3 Strategy and Tactics of Integrative Negotiation 一体化（整合型）谈判 (expanding the pie 增大蛋糕) Approach: a comparative view
Learning objective Understand the relationship btwn Strategy Tactics 2. Remember and internalize the distinctive features of Integrative Negotiation, in comparison with those of Distributive Bargaining 3. Develop the awareness of and capacity to applying the fundamentals of Integrative Negotiation for better outcomes of negotiation, including creating value, developing alternatives and applying objective criteria at the value-claiming stage
Learning Objective 1. Understand the relationship btwn Strategy & Tactics 2. Remember and internalize the distinctive features of Integrative Negotiation, in comparison with those of Distributive Bargaining 3. Develop the awareness of and capacity to applying the fundamentals of Integrative Negotiation for better outcomes of negotiation, including creating value, developing alternatives and applying objective criteria at the value-claiming stage
O utline 1. Strategy tactics 2. Integrative vS Distributive: Case illustrations 3. Q&A exercise: Salary Negotiation 4. Pair Work 5. Case studies 6. Assignment: Discussion Questions
Outline 1. Strategy & Tactics 2. Integrative vs Distributive: Case illustrations 3. Q&A exercise: Salary Negotiation 4. Pair Work 5. Case Studies 6. Assignment: Discussion Questions
1 Strategy and Tactics Strategy(thought): overall guideline, indicating the direction we need to take from our wishes and needs to our objectives Tactics(its formulation): a concrete line of action following after strategy The thought comes before the word
1 Strategy and Tactics • Strategy (thought): overall guideline, indicating the direction we need to take from our wishes and needs to our objectives. • Tactics (its formulation): a concrete line of action following after strategy. • The thought comes before the word
Strategy and Tactics Obiective Tactics Tactics Tactics Interests
1 Strategy and Tactics