to search for agreement rather than “fight”? 各方愿意达成协议而不是“争斗”?When we negotiate, WE EXPECT GIVE AND TAKE!? 谈判时,我们期望给予和得到!?Tangibles (price) v. Intangibles (Need to look “good”, desire to “book” more business, save “face”, setting precedent for future, etc.) ? 有形的(价格)与无形的(需要看得好些,期望“记录”更多商务活动,不丢“面子”,为未来创先例。等)РNEGOTIATION AND CONFLICT RESOLUTION?谈判与冲突的解决РInterdependence相互依赖?Mutual Adjustment共同调整?Conflict冲突?Divergent Needs, Ideas, Interests, or Persons? 不同的需要,意愿,利益或人?Working toward same goal? 为了共同的目标工作РLEVELS OF CONFLICT?冲突的层次РInterpersonal个人内部?Intragroup组织内部?Intergroup组织之间РDESTRUCTIVE NATURE/IMAGE?OF CONFLICT??冲突的破坏性本质/形象РCompetitive Processes竞争过程?Misperception and Bias误解和偏见?Emotionality激动?munication减少沟通?Blurred Issues污损问题?mitments刻板的承诺?Magnified Differences夸大差异?Escalation of the Conflict冲突升级
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