협상
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작성일 23-01-01 06:01
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Download : 협상.hwp
또한 협상은 단순히 물건을 싸게 사거나 자신에게 유리한 계약을 하는 등의 경제적 행위에 한정되지 않는다. history(역사) 적으로 볼 때 협…(skip)
협상에 관한 글입니다.성공적인국제협상 , 협상경영경제레포트 ,
레포트/경영경제
다. . 다양한 이해관계자와 opinion(의견)을 조율해야 하는 우리의 일상생활은 협상행위의 연속이다.
협상
,경영경제,레포트
성공적인국제협상
순서
설명
Download : 협상.hwp( 28 )
협상에 관한 글입니다.
제 Ⅰ 부 협상의 이해
제1장 협상이란? ·············································································· 1
<事例: 서희-거란의 협상>
1. 왜 협상이 필요한가? ····································································· 1
2. 협상의 관념과 특징? ····································································· 4
3. 국제협상이란? ·············································································· 7
제2장 협상의 5대요소 ······································································· 10
<事例: US Airline-Airbus 협상>
1. 협상의 제1요소: 협상 목표(goal) 설정 ······················································ 10
2. 협상의 제2요소: 협상력 ·································································· 12
3. 협상의 제3요소: 관 계 ··································································· 14
4. 협상의 제4요소: BATNA ······························································· 17
5. 협상의 제5요소: 정 보 ··································································· 18
제3장 주요 협상theory ········································································· 21
1. 휘셔-유리 협상theory : Hard-Soft-Principled협상 ································ 21
2. 레위키 협상theory : 투쟁적 협상-호혜적 협상 ······································· 24
제4장 바람직한 글로벌 협상자 ···························································· 26
<事例: 소니-유니버셜 협상>
1. 글로벌 협상자의 오류 ····································································· 26
2. 유능한 협상자가 갖추어야 할 자질 ··················································· 38
제 Ⅱ 부 국제 경영 협상
제5장 국제 전술적 제휴 · 합작투자 협상 ·············································· 44
1. 국제 전술적 제휴 · 합작 투자의 개요 ··············································· 44
2. 전술적 제휴와 국제 합작투자의 3단계 협상전술 ································· 46
제6장 국제 M&A 협상 ······································································· 58
1. M&A란? ······················································································ 58
2. 국제 M&A협상의 4단계 전술 ··························································· 62
3. 국제 M&A에서의 주요 협상 전술 ····················································· 73
제7장 국제기술이전 협상 ····································································· 77
1. 2원적 기술이전 협상전술 ································································ 78
2. 라이센싱 협상전술 ·········································································· 82
3. 글로벌기업의 현지국과의 기술이전 협상 ············································ 84
제8장 글로벌기업의 갈등관리 협상 ······················································· 86
<事例: 나이키 인도네시아 공장의 갈등관리 협상>
1. 글로벌기업의 다양한 국제경영협상 ···················································· 86
2. 글로벌기업의 갈등유형 ···································································· 88
3. 글로벌기업의 갈등관리 협상전술 ······················································· 98
제9장 글로벌기업과 현지국 간의 협상 ·················································· 104
<事例: 현대자동차 앨라바마 투자협상>
1. 글로벌기업과 현지국의 갈등과 협상 ·················································· 104
2. 현지국 정부 협상력의 제약: 내부 협상의 덫 ······································· 111
3. 현지국 정부에 대한 국제경영협상 전술 ·············································· 118
제10장 우리나라의 국제 협상 ······························································ 124
<事例: GM-대우자동차 협상事例 연구>
1. 대우자동차의 해외매각 협상 ····························································· 125
2. GM의 협상전술 ··············································································· 129
3. 한국의 협상전술 ·············································································· 135
참고 문헌 ··························································································· 139
협상은 외교관이나 세일즈맨들만이 하는 전문적인 행위가 아닐것이다.
