협상이론과 기법 협상전략 (영문)

협상이론과 기법 협상전략 (영문)

[협상이론과 기법] 협상전략 (영문).docx

목차 I. Introduction II. Strategies of Each Party III. Influence of Having an Agent in the Negotiation IV. Main Challenges Each Party Faced V. Conclusion 본문 I. Introduction In this set of negotiation, the common goal of the three parties including Best Circuit USA (BCU), Goliath Newspaper Services and Mercury Media was to sign contract for BCU's advertisement with Mercury. Even though each party's goals, strategies, and interests were different, it was apparent that all three parties wanted to reach an agreement for the benefit of all three parties. As we look more closely into our negotiation, we realized that this case was more of an integrative negotiation, but it also reflects some components of distributive negotiation. This is integrative negotiation because there is more than one issue on the table and more value can be created depending on the strategies we choose. 키워드 영문, 기법, 협상이론, 이론