2

(Distributive)

( Integrative)


(Distributive)

( Zero Sum)

(Constant-Sum)



- (win-lose)



1.
2.
3.

4.

5.


( Integrative)

- (Win-Win)
1.


2.



3.



2

 4

1. BATNA (Best Alternative to a Negotiated Agreement)

2. (Reservation price)
(Walk-Away price)






3. ZOPA (Zone of Possible Agreement Model)

4.

Zone of Possible Agreement Model





1.
2.
3.

4.
5.
6.
7.

1. (sincerity)
2. (Understanding)
3. (Acceptance)
(Communication)
4.





1.


2.
3.

4.



5.

The End


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