You are on page 1of 126

Ph.D.

interpersonal

inter-group)

intra-group

1
2
3
4

()

()

2
3
4(
)
5
6

:
(1)

(5)

(2)

(6)

(3)

(7)

(4)

(8)


(1) -
(2) -

(3) -
(4) -
(5) - 55%


(6) -
(7)
(8) -
(9) -
(10) -


1.

5.

2.

6.

3.

7.

4.

8.

(1) :
(2) :

(3) :
(4) :
(5) :


A: ?
B:

A:
B:
A:


A:
B:
A:
B:
A:
B:
A:

? ?

?
1/3

?
B:
A:

B:

Yes!


1. :

?
? ?

2.:

3. :

? ?
?
?

4. :

5. :

6. :

1 - (
)

5
:

10

11


250-300()

12

13

14

15

16

17

18

:
= 0 45
= 45 1.2
/ = 1.23.6
= 3.6
19

20 ()

21/

22

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

(Aggressive
Negotiators) :
Win/Lost

(Passive
Negotiators) :
Lost/Win

(Assertive
Negotiators) :
Win/Win


Win/Win

SWOT


/ / ()
/ / /

:
: (1)
(2)
:
:

1:
2:
3:
4:
5:
6:
7:

1:

2:

3:
Position

Interests

20

4:

:(1)
(2)

--

ISO

--

8
7

(MOU)
8
8


1:
OK
OK

2:
3:

4:
5:

6 9:

5:

6:
:
Win-WinLose-Win


/ / /
/
:

6:
20

10

7:

Win-Win

7:
Win-Lose

Lose-Win

1:
2:
3:
4:
5:
6:
7:

1:

2:

3:

4:

5:

Ill have the deal signed by


Friday-trust me!

6:

7:

1: ---
2: ---
3: ---
4: ---

1: ---

Stage1

1:

509

50

1:

1:

Stage 1

Stage 1

2: ---


Stage2

2:
:

Customer:

Salesman:

Customer:

Salesman:

Customer:

Salesman:

2:
:

Customer:

Salesman:

Customer:

Salesman:

Customer:

2:
Stage 2

3: ---

Stage3

3:
Customer:
Salesman:

Customer:

Salesman:

Customer:
Salesman:

3:

Can I ask?

Can I ask how you feel about this


May I ask what your suggestion would be for an acceptable solution

May I ask how you would solve this problem


Can I ask what the perfect agreement would be for you

May I ask what kind of agreement you are looking for

3:
Stage 3

pp.67~78 : Stage 2


If you can, then
we are prepared to

3.

4: ---

Stage4

4:
Stage 4

106

:

Counterpart

You


Counterpart
You

:

60
90
30

Why notCan I ask


the reasons why

Why not try this ()


Why should not we do this ()
What is wrong with this idea ()


Counterpart 10
You 5%


2010

15


10

:
Counterpart 10

You102010

Counterpart
You

Counterpart
You

2004
15
10

11:

You 410

Counterpart423
You

0.1%

11 :


.......

30

:Copyright

Trademark

Trade Secrets Patent


Copyright:

Trademark:

Trade secrets:

Patent:




1~2


billion

10

530

. --

:
. --

. --

--


30


2~3

68