협상
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작성일 22-12-21 11:09본문
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歷史적으로 볼 때 협…(To be continued )
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,경영경제,레포트
성공적인국제협상
다.성공적인국제협상 , 협상경영경제레포트 ,
설명
순서
협상
레포트/경영경제
협상에 관한 글입니다. 또한 협상은 단순히 물건을 싸게 사거나 자신에게 유리한 계약을 하는 등의 경제적 행위에 한정되지 않는다.. 다양한 이해관계자와 의견을 조율해야 하는 우리의 일상생활은 협상행위의 연속이다.
협상에 관한 글입니다.
제 Ⅰ 부 협상의 이해
제1장 협상이란? ·············································································· 1
<事例: 서희-거란의 협상>
1. 왜 협상이 필요한가? ····································································· 1
2. 협상의 concept(개념)과 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 협상理論 ········································································· 21
1. 휘셔-유리 협상理論: Hard-Soft-Principled협상 ································ 21
2. 레위키 협상理論: 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 strategy적 제휴 · 합작투자 협상 ·············································· 44
1. 국제 strategy적 제휴 · 합작 투자의 개요 ··············································· 44
2. strategy적 제휴와 국제 합작투자의 3단계 협상strategy ································· 46
제6장 국제 M&A 협상 ······································································· 58
1. M&A란? ······················································································ 58
2. 국제 M&A협상의 4단계 strategy ··························································· 62
3. 국제 M&A에서의 주요 협상 strategy ····················································· 73
제7장 국제기술이전 협상 ····································································· 77
1. 2원적 기술이전 협상strategy ································································ 78
2. 라이센싱 협상strategy ·········································································· 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 협상strategy ······················································· 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 strategy ·············································· 118
제10장 우리나라의 국제 협상 ······························································ 124
<事例: GM-대우자동차 협상事例 연구>
1. 대우자동차의 해외매각 협상 ····························································· 125
2. GM의 협상strategy ··············································································· 129
3. 한국의 협상strategy ·············································································· 135
참고 문헌 ··························································································· 139
협상은 외교관이나 세일즈맨들만이 하는 전문적인 행위가 아닐것이다.