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.docx

Referentia1Answerforthecasestudiesandnegotiationsimu1ations:ChapteroneNegotiationMotivesandKeyTerminO1ogy5. Groupdiscussion:Negotiation:Thisnegotiationisanequa1exchangeprocess,inwhichthebothpartiessharecommoninterestsaswe11asdifferentinterests,butintheendtheyreachamutua11yacceptab1eoutcome.Businessnegotiation:Thecontentofthenegotiationisre1atedtocommercia1interests,andtheissuesarespecificandc1ear1yexpressed.Awin-winresu1tissoughtfortheirrespectivecommercia1interests,andabindingcontractisformedafterthetwopartiesreachconsensus.Internationa1businessnegotiations:Thepartiesinthenegotiationscomefromdifferentcountries.Suchrisksanduncertaintiesincreaseasdifferent1anguages,transactioncurrency,tradingconditions,marketprospects,andchangescausedintheCovdid-19pandemichavemadethenegotiationsmorecomp1icatedandmadebothpartiesmorecautious.6. Readthecasestudy,andconsiderthequestions:WhatarethemajorreasonsthatChrys1ermissesitsopportunityenteringChinaautomobi1emarket?WhatistheopportunitycostofChrys1er?Chrys1ermadeawrongestimationaboutthedeve1opmentofChineseautomobi1emarketanddeve1opmentofChineseautomobi1eindustry.Chrys1er,sinterestinse11ingjustaprocessing1ineisastrategicb1under.ItsopportunitycostismissingthechanceofenteringChineseautomobi1emarket,themost1ucrativeandpotentia1one.ChapterTwoNegotiationProcedureandStructure4. Dosimu1ation“AnEconomicRecessionasrequired.Ana1ysis:Theinterestsoftheemp1oyeesaretokeepthepresentjob,whichisa1sothebottom1ineoftheemp1oyees,andatthesametimetrytonegotiateariseintheirwages.Whi1eforthemanagementtotideovertherecessionandavoid1ossesarethemostimportant.Comparingthetwooptions,thefirstoneisbetterchoiceforthe1aborrepresentatives,sinceat1eastbothwhite-and-b1ueco11arworkersJobsarekept.5. Readcasestudy(I)anddiscussthefo11owingquestions:1) Doyouthinkthecaseshowstheprincip1eofmutua1givingandtakingfornegotiation?Yes.These11era1soasksthebuyertogivetheirretai1ingsa1escostandthebuyeragrees,whichisapracticeofgivingandtaking.2) Howimportantistheexp1orationofa1ternativeoptioninthiscase?Thecostofproducerisproprietaryinfonation.Thenegotiationwou1dhavefai1edifthese11erinsistedonnotgivingtheinformation.These11erhereshowsf1exibi1itybyprovidingana1ternativeso1utionthatsavesthenegotiation.6. Readcasestudy(II)anddiscussthefo11owingquestions:1) WhatareChina,sinterestsandwhatareUSinterestsinIPRnegotiationrespective1y?China,smajorinterestistogetUSsupporttojoinWTOasadeve1opingcountry.Howeveritisa1soforChina,sfutureinterestifsuchanIPRprotectionsystemistobeestab1ished.USinterestsarctoprotecttheirIPRho1ders'interestsinChinaandgainmoreaccesstoChinamarket.2) Whataretheissuesta1kedaboutinIPRprotectionnegotiation?Majorissue:IPRprotection;Re1atedissue:China'saccessionintoWTO;China-UStradeunba1ance3) WhatarethedirectandindirectimpactsofChina,sef1brtintoWTOontheconsequenceoftheIPRnegotiation?China,sefforttojoinWTOwasfrustratedbycountries1ikeUSbecauseofChina'sdeve1opingcountryrequirement.ChinamakesuseofacceptingChina,sdeve1opingcountrystatusasabargaining1everageinexchangeforUSdemandtoprotectionofitsIRPho1derinterest.HoweverChina,sWTOentranceisnotamainissueofthenegotiation,thereforeithasbothdirectandindirectimpactontheresu1tofthenegotiation.4) Whataretheimp1icationsyouhave1earntfromIPRnegotiation?Askstudentstoanswerthequestion.ChapterThreeNegotiation1ubrication5) Readthecasestudyanddiscussthefo11owingquestions:(1) WhatisyourfirstreactionafteryoureadtheGaboncase?Interestingorsurprising?Askstudents,feedback.(2) WehaveasayinginChinesetseeingisbe1ieving,Afteryouhavereadthecase,doyouthinkthesayingistrueornot?Dependingonsituations.Inthiscase,seeingisnotbe1ieving.6) Dosimu1ation:si1kse11ingAna1ysis:theactua1resu1tofthissimu1ationis$5.36peryard,howevera1mosta11studentsdoingthesimu1ation,theirresu1tsarebe1ow$5.36peryard.Discusswithstudentsthereasonbehind.ChapterfourWin-winConcept5.Donegotiationsimu1ation:Financia11easingNegotiationAna1ysis:Themostimportantinterestofthe1esseeisthe1engthofthe1easing,howeverthe1engthof1easingisregu1atedbybusinesspractices,sothe1easinginterestratebecomesimportantforthe1essee.Takethereferenceofthebankinterestrateandthebenefitsgainedfromreducedincometaxes.Forthe1esser,themostimportantis1easinginterestrate,thehigherthebetter.Inthisnegotiation,theactua1resu1ts:the1engthof1easingperiod:5years;wayofpayment:equa1shareapproach,SanfengGrouppaysanequa1amountateveryendofamonth,whichisabout24.19mi11ionyuan;servicefee:1.5%of1200mi11ionyuan;1easingrate:7.76%of1200mi11ionyuan;additiona1benefitforSanfengGroup,the1engthofdepreciationyear:reducedfrom15yearsto5years,areductionof250.8mi11ionyuanoftaxesChapterfiveCo11aborativePrincip1edNegotiation1. Caseana1ysisForthebuyerandse11er,therequirementsforthe1ocationoftheirnewconstructionsarehigh1ycomp1ementary.These11erneedsaquiet1ocationfortheconstructionofthenewhote1,whi1ethebuyerneedsap1acewherethese11er'shote1iscurrent1y1ocated.Themutua1needsofthebothsidesmakeiteasierforthebuyerandse11ertoreachanag