国际商务谈判：理论、案例分析与实践（第六版）英文版课后习题参考答案
江洋畈生态公园Referential Answer for the ca studies and negotiation simulations:Ch
haotingapter one Negotiation Motives and Key Terminology5. Group discuss
ion: Negotiation: This negotiation is an equal exchange process,
in which the both parties share common interests as well as diffe
假期总结怎么写rent interests, but in the end they reach a mutually acceptable o
utcome.Business negotiation: The content of the negotiation is re
lated to commercial interests, and the issues are specific and cl
early expresd. A win-win result is sought for their respective
commercial interests, and a binding contract is formed after the
two parties reach connsus.International business negotiations:
The parties in the negotiations come from different countries. Su
ch risks and uncertainties increa as different languages, trans香酥鸡翅根
action currency, trading conditions, market prospects, and change
s caud in the Covdid-19 pandemic have made the negotiations mor
e complicated and made both parties more cautious.6. Read the cas
e study, and consider the questions: What are the major reasons t
hat Chrysler miss its opportunity entering China automobile mar
ket? What is the opportunity cost of Chrysler?Chrysler made a wro
ng estimation about the development of Chine automobile market
and development of Chine automobile industry. Chrysler’s intere
st in lling just a processing line is a strategic blunder. Its
opportunity cost is missing the chance of entering Chine automo
中国人口年龄结构bile market, the most lucrative and potential one. Chapter Two Ne
gotiation Procedure and Structure4. Do simulation “An Economic Re
cession” as required.Analysis: The interests of the employees are
to keep the prent job, which is also the bottom line of the em
ployees, and at the same time try to negotiate a ri in their wa
红胸田鸡
ges. While for the management to tide over the recession and avoi
d loss are the most important. Comparing the two options, the f
irst one is better choice for the labor reprentatives, since at
least both white-and-blue collar workers’ jobs are kept.5. Read
ca study (I) and discuss the following questions: Do you think
the ca shows the principle of mutual giving and taking for nego
tiation?Yes. The ller also asks the buyer to give their retaili
ng sales cost and the buyer agrees, which is a practice of giving
and taking.How important is the exploration of alternative optio
n in this ca?The cost of producer is proprietary information. T
he negotiation would have failed if the ller insisted on not gi
ving the information. The ller here shows flexibility by provid
车前草功效ing an alternative solution that saves the negotiation.6. Read ca
study (II) and discuss the following questions:What are China’
s interests and what are US interests in IPR negotiation respecti
vely?China’s major interest is to get US support to join WTO as a
developing country. However it is also for China’s future intere
苏州冬酿酒st if such an IPR protection system is to be established. US inte
rests are to protect their IPR holders’ interests in China and ga
in more access to China market.What are the issues talked about i
n IPR protection negotiation?Major issue : IPR protection; Relate
d issue: China’s accession into WTO; China-US trade unbalance Wha
t are the direct and indirect impacts of China’s effort into WTO
on the conquence of the IPR negotiation?China’s effort to join
WTO was frustrated by countries like US becau of China’s develo
ping country requirement. China makes u of accepting China’s de
veloping country status as a bargaining leverage in exchange for
US demand to protection of its IRP holder interest. However China
’s WTO entrance is not a main issue of the negotiation, therefore
it has both direct and indirect impact on the result of the nego
tiation. What are the implications you have learnt from IPR negot
iation?Ask students to answer the question.Chapter Three Negotiat
ion Lubrication5. Read the ca study and discuss the following q
uestions:What is your first reaction after you read the Gabon cas
e? Interesting or surprising? Ask students’ feedback.We have a sa
ying in Chine “eing is believing”. After you have read the ca
, do you think the saying is true or not?Depending on situation
