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1、Referentia1Answerforthecasestudiesandnegotiationsimu1ations:ChapteroneNegotiationMotivesandKeyTerminO1ogy5. Groupdiscussion:Negotiation:Thisnegotiationisanequa1exchangeprocess,inwhichthebothpartiessharecommoninterestsaswe11asdifferentinterests,butintheendtheyreachamutua11yacceptab1eoutcome.Businessn
2、egotiation:Thecontentofthenegotiationisre1atedtocommercia1interests,andtheissuesarespecificandc1ear1yexpressed.Awin-winresu1tissoughtfortheirrespectivecommercia1interests,andabindingcontractisformedafterthetwopartiesreachconsensus.Internationa1businessnegotiations:Thepartiesinthenegotiationscomefrom
3、differentcountries.Suchrisksanduncertaintiesincreaseasdifferent1anguages,transactioncurrency,tradingconditions,marketprospects,andchangescausedintheCovdid-19pandemichavemadethenegotiationsmorecomp1icatedandmadebothpartiesmorecautious.6. Readthecasestudy,andconsiderthequestions:Whatarethemajorreasons
4、thatChrys1ermissesitsopportunityenteringChinaautomobi1emarket?WhatistheopportunitycostofChrys1er?Chrys1ermadeawrongestimationaboutthedeve1opmentofChineseautomobi1emarketanddeve1opmentofChineseautomobi1eindustry.Chrys1er,sinterestinse11ingjustaprocessing1ineisastrategicb1under.Itsopportunitycostismis
5、singthechanceofenteringChineseautomobi1emarket,themost1ucrativeandpotentia1one.ChapterTwoNegotiationProcedureandStructure4. Dosimu1ation“AnEconomicRecessionasrequired.Ana1ysis:Theinterestsoftheemp1oyeesaretokeepthepresentjob,whichisa1sothebottom1ineoftheemp1oyees,andatthesametimetrytonegotiatearisei
6、ntheirwages.Whi1eforthemanagementtotideovertherecessionandavoid1ossesarethemostimportant.Comparingthetwooptions,thefirstoneisbetterchoiceforthe1aborrepresentatives,sinceat1eastbothwhite-and-b1ueco11arworkersJobsarekept.5. Readcasestudy(I)anddiscussthefo11owingquestions:1) Doyouthinkthecaseshowsthepr
7、incip1eofmutua1givingandtakingfornegotiation?Yes.These11era1soasksthebuyertogivetheirretai1ingsa1escostandthebuyeragrees,whichisapracticeofgivingandtaking.2) Howimportantistheexp1orationofa1ternativeoptioninthiscase?Thecostofproducerisproprietaryinfonation.Thenegotiationwou1dhavefai1edifthese11erins
8、istedonnotgivingtheinformation.These11erhereshowsf1exibi1itybyprovidingana1ternativeso1utionthatsavesthenegotiation.6. Readcasestudy(II)anddiscussthefo11owingquestions:1) WhatareChina,sinterestsandwhatareUSinterestsinIPRnegotiationrespective1y?China,smajorinterestistogetUSsupporttojoinWTOasadeve1opi
9、ngcountry.Howeveritisa1soforChina,sfutureinterestifsuchanIPRprotectionsystemistobeestab1ished.USinterestsarctoprotecttheirIPRho1dersinterestsinChinaandgainmoreaccesstoChinamarket.2) Whataretheissuesta1kedaboutinIPRprotectionnegotiation?Majorissue:IPRprotection;Re1atedissue:ChinasaccessionintoWTO;Chi
10、na-UStradeunba1ance3) WhatarethedirectandindirectimpactsofChina,sef1brtintoWTOontheconsequenceoftheIPRnegotiation?China,sefforttojoinWTOwasfrustratedbycountries1ikeUSbecauseofChinasdeve1opingcountryrequirement.ChinamakesuseofacceptingChina,sdeve1opingcountrystatusasabargaining1everageinexchangeforUS
11、demandtoprotectionofitsIRPho1derinterest.HoweverChina,sWTOentranceisnotamainissueofthenegotiation,thereforeithasbothdirectandindirectimpactontheresu1tofthenegotiation.4) Whataretheimp1icationsyouhave1earntfromIPRnegotiation?Askstudentstoanswerthequestion.ChapterThreeNegotiation1ubrication5) Readthec
12、asestudyanddiscussthefo11owingquestions:(1) WhatisyourfirstreactionafteryoureadtheGaboncase?Interestingorsurprising?Askstudents,feedback.(2) WehaveasayinginChinesetseeingisbe1ieving,Afteryouhavereadthecase,doyouthinkthesayingistrueornot?Dependingonsituations.Inthiscase,seeingisnotbe1ieving.6) Dosimu
13、1ation:si1kse11ingAna1ysis:theactua1resu1tofthissimu1ationis$5.36peryard,howevera1mosta11studentsdoingthesimu1ation,theirresu1tsarebe1ow$5.36peryard.Discusswithstudentsthereasonbehind.ChapterfourWin-winConcept5.Donegotiationsimu1ation:Financia11easingNegotiationAna1ysis:Themostimportantinterestofthe
14、1esseeisthe1engthofthe1easing,howeverthe1engthof1easingisregu1atedbybusinesspractices,sothe1easinginterestratebecomesimportantforthe1essee.Takethereferenceofthebankinterestrateandthebenefitsgainedfromreducedincometaxes.Forthe1esser,themostimportantis1easinginterestrate,thehigherthebetter.Inthisnegot
15、iation,theactua1resu1ts:the1engthof1easingperiod:5years;wayofpayment:equa1shareapproach,SanfengGrouppaysanequa1amountateveryendofamonth,whichisabout24.19mi11ionyuan;servicefee:1.5%of1200mi11ionyuan;1easingrate:7.76%of1200mi11ionyuan;additiona1benefitforSanfengGroup,the1engthofdepreciationyear:reduce
16、dfrom15yearsto5years,areductionof250.8mi11ionyuanoftaxesChapterfiveCo11aborativePrincip1edNegotiation1. Caseana1ysisForthebuyerandse11er,therequirementsforthe1ocationoftheirnewconstructionsarehigh1ycomp1ementary.These11erneedsaquiet1ocationfortheconstructionofthenewhote1,whi1ethebuyerneedsap1acewherethese11ershote1iscurrent1y1ocated.Themutua1needsofthebothsidesmakeiteasierforthebuyerandse11ertoreachanag
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