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Thus, the negotiator play a value creator role during the process. And the expert negotiator can handle the process well enough to create value through negotiation Why problem-solving approach is necessary for successful negotiation? Problem-solving approach settles the conflict of interests between parties through investigating real interests of each party, analyzing, and then exchanging and trading  off them Thus, the approach has an advantage that the interests of parties involved are balanced and the relationship between them not harmed. 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First thing to induce agreement through negotiation is to find what differences of interests are the real sources of conflicts since there commonly exist illusory conflicts. And then construct agreement utilizing these differences which are seemed to be the sources of conflicts, but paradoxically are the sources of joint gains. Therefore, negotiation with the agreement better than BATNA of each party utilizing these differences should be value creating process.  lL - lc c Lc c q "  ZG0*o?AutoShape 2"@ZS~v0___PPT106___PPT9 4 3 Building blocks for Integrative NegotiationsD560 P4gfgf4  H   0޽h ? 33y___PPT10Y+D=' = @B +"0 p 5(     TL1?Rectangle 3Vv na!&( g    P? |tܴ 8  38X   t*  c  Sx    C *Group 32"x     3 20 ?Rectangle 15#" PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!qab drs/shapexml.xmlVn7;{-IBbG.+1 s>@>D?W?. |vC7|×fk鼲f2&2Qa~y1)FW?az-CݮKYq`nѭ݋^ydpYꉋOa=qL r*,dAm=+"߂p|`ƾY‰unو޺i]xXp[\T[l;ʮzӠa&Un896᭴gaQcb.ŽܸW%\x$/Trvl5ʬ,,?:[ȔWeB:׿y2mkPG__qRC`P M:yD3R{DfέXҚpK[r*dFru8SՂDOrzjq'QmIO8fcgtEc#5˒V o4p;8kKZ  4]jEHza&OMYjƦec}2:!d*كܰd R:UpK:RO?tE{d&I"_ PK!drs/downrev.xmlDAN0EH$vԁBnE@PE 8"S{hҞ ͗ՁRb0p;+@QhBkTf 2,s,mCM J !h1ֹq1@A]LYjp]Qk]=;j7?@m+:U[ZG/;hixmf M13%&b z PK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!qab *drs/shapexml.xmlPK-!drs/downrev.xmlPK |0___PPT10 <___PPT9 b" c   7    s D@ 3fdd11??AutoShape 16"\VPK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!Fa[u drs/shapexml.xmlVn7?,[8:), 9Zr@r𺛮OG3z6 {a]>Ρ^ٔu_(:3\EB?ZY?Q X1EaׂjX3J;Q8VY MM J10A?ĚZh=syT$Мym>heYtu>C7aV+KSp)E<zuA6K@ا9H77oC N#!_O\U!-bq0%ȼmP3UT(;%4bQiBW! C0CCy0l+W,?c.(.h?GRvP@(Y8&Jϫ,sU6|38G-=nDWq;ɣly5N޼Co+ ]QikZ.>زTf3a%~g)8cìp_e]ߝcQC ytk?a/_s?w??`PK!Mdrs/downrev.xmlDN0EH5HHBݪ nچiʗ{P1![=EϦ[ Qᘣ6!:V-9?KW0I wɲ;cyhqjv^?bitZ-⮬sy1.A%ɮ_ZZN DXPK-!Zf[Content_Types].xmlPK-!1_a /_rels/.relsPK-!Fa[u *drs/shapexml.xmlPK-!MHdrs/downrev.xmlPKK |0___PPT10 <___PPT9 k " c    @|?ɬ 12WI 8___PPT10  R___PPT94, Three Building Blocks for Integrative Negotiations: Sebenius (1993) Focus on Real Interests: cf. Positional Bargaining Negotiation is a Means of Advancing Interests: BATNA and ZOPA Negotiation is a Joint Problem-Solving Process: Parties are InterdependentFD  Dc c  "  ZG0*o?AutoShape 2"@ZS~v0___PPT106___PPT9 4 3 Building blocks for Integrative NegotiationsD560 P4gfgf4  H  0޽h ? 33y___PPT10Y+D=' = @B +"s0  $(  $" $ ZG0*o?AutoShape 2"@JV~v0___PPT106___PPT9 : Negotiator s DilemmaD60 Pgfgf   $ T$1?Rectangle 3Vv nb!&( g  kx  $C *Group 32"*hj9  $ 3 20 ?Rectangle 15#" PK!Zf[Content_Types].xmlMO &2WR=cJ`F0iK`#̼vLw 9uSq:w`G ^i ½KI)c/ $oVjTMRc|}042ҥCƔM̏P~*ka/8^DkHbL8e i"K\XN\6rco4y@_;oPK!1_a _rels/.relsj0 ѽqCNo^K [ILcX&m߾0XFo;>0xM e`|X}đ I`߽N4aG2$RKIZ)4(M9`ctB{m:f@`3n|O,ܗr޾jxR0T ,0@}WBLǬ5vPK!cN drs/shapexml.xmlVn7?^vvP'@@]r8,yMW #zx9z ":ll)+]o{/9 QJgU*7U{Z6\_^A.T#s*FDlz"PcEPe׳vJ~\O= l) s;|Ae蠈oRy`ֽ]=, $k}g/<`ʇX>MSQ%=٦g ζt>HĕD&38O2r'aIQ=2AΉ$dnEu9o]El!Zt@66J`Czg9x7.)o#M_Bi7j`x"G\NP&[c,.݁cP/0*uΥ. 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(Exhibit) Negative Advertizing War between Detergent Producers CASES: Resolution of Negotiator s Dilemma and Failure Failure: Frequent-Flier Program of the U. 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(2 :)International Business.-@Times New Roman-. E 2 Y3Ro.-@Times New Roman-. E 2 Y8-.-@Times New Roman-. E(2 Y9Sung Kwak, Professor .-@Times New Roman-. EH2 a%+School of Economics and International Trade.-@Times New Roman-. E32 h(Dongguk University, Seoul 100.-@Times New Roman-. E 2 h\-.-@Times New Roman-. E2 h] 715, Korea.-@Times New Roman-. E 2 p-E.-@Times New Roman-. E 2 p0-.-@Times New Roman-. E42 p1mail Address: rskwak@dgu.ac.kr.-՜.+,0    在屏幕上显示정보관리학과~Y  HY울릉도LArialGulimDotum HY견고딕 Wingdings 新宋体 HY울릉도MTimes New RomanHY헤드라인MHY각헤드라인M HY울릉도B기본 디자인1_기본 디자인 幻灯片 1 幻灯片 2 幻灯片 3 幻灯片 4 幻灯片 5 幻灯片 6 幻灯片 7 幻灯片 8 已用的字体 演示文稿设计模板幻灯片标题_semsem  !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~      !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~Root EntrydO)PicturesьCurrent UserSummaryInformation(PowerPoint Document(GDocumentSummaryInformation8