留学生商法essay [4]
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关键词:Law Essay谈判代表Negotiators留学生商法
摘要:本文是一篇留学生商法essay,谈判是两个人或团体对不同的需求或想法达成共同协议的过程。奥利弗(1996)将谈判描述为“谈判代表共同搜索一个多维空间,然后在空间的一个单点相互同意。
ctually hopes to obtain, whereas a cooperative negotiator makes a modest and more realistic request. Differentiation of the two helps the negotiator to identify various options whenever they present themselves. Further emphasis on this example shows that when either type is called to make an opening demand, they either result in an aggressive or friendly option. [18]
Before making a comparison between cooperative and competitive negotiation style, let’s take a look at some mathematical formulae to compare the two. Business as well as negotiation, both has certain profit and loss. Let’s make that calculation. The simple formula to calculate profit is selling price minus cost price is equal to profit (SP-CP=P) and formula for loss is cost price minus selling price is equal to loss (i.e. CP – SP = L). In a negotiation both parties are expecting to gain something as a result. For this they have estimated certain figures as compared to the market value. For example, a person decides to buy a digital camera which costs approximately ? 100. Now he looks for where he can get it for less. A sales person gets the same camera for ? 75 and sells it for ?100, profit being ? 25. The buyer approaches the salesperson and negotiates the price. The salesperson can choose to sell for less or not bargain. In the sell for less there is no loss incurred except a decrease in profit. The buyer on the other hand is in profit because he has bought at less than market price. If the salesperson had not sold for less and offered freebies, like a memory card or rechargeable batteries with a charger, he may have earned his profit but giving away goodies has incurred some amount of loss. The buyer may not have profited in this case but did get the free goodies which he may have had to otherwise purchase. Here profit being kind not cash.
This is the kind of profit we look for when negotiating. The two can be called negotiation profit and negotiation loss respectively. Considering the same situation in yet another way the loss that the buyer incurred may not actually be a loss to him, or the profit the seller got may not be a profit to him. The free goods may have been from old stock for other cameras. The buyer on the other hand may already have the extras before buying the camera, hence not a real profit. Any method that provides more profit as compared to other negotiation process may be considered more effective.
Now taking a look at the characteristics of negotiators, cooperatives will add and competitive will deduct. However addition may result in failure if the opponent does not agree. The condition of the market at that time also determines the negotiation profit. For example, if a computer is available everywhere at a same price and is also in high demand, the salesperson may not decrease the profit margin. Thus the buyer does not gain any profit irrespective of where he buys from. There the amount of negotiation profit is less. In a second scenario, the computer is not available because it is outdated and has no demand. The seller has only a few pieces and is in a hurry to clear the stock. Here the seller is willing to sell for less as few may actually buy. The buyer may be willing to buy for more, because the computer is not easily available. Therefore the amount of negotiation profit in this transaction is more because any amount above the purchase price of the salesperson is a profit to him, and any amount less t
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