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협상에 관한 글입니다.
성공적인국제협상

목차/차례

  1. 제 Ⅰ 부 협상의 이해
  2. 제1장 협상이란? ·············································································· 1
  3. <사례: 서희-거란의 협상>
  4. 1. 왜 협상이 필요한가? ····································································· 1
  5. 2. 협상의 개념과 특징? ····································································· 4
  6. 3. 국제협상이란? ·············································································· 7
  7. 제2장 협상의 5대요소 ······································································· 10
  8. <사례: US Airline-Airbus 협상>
  9. 1. 협상의 제1요소: 협상 목표 설정 ······················································ 10
  10. 2. 협상의 제2요소: 협상력 ·································································· 12
  11. 3. 협상의 제3요소: 관 계 ··································································· 14
  12. 4. 협상의 제4요소: BATNA ······························································· 17
  13. 5. 협상의 제5요소: 정 보 ··································································· 18
  14. 제3장 주요 협상이론 ········································································· 21
  15. 1. 휘셔-유리 협상이론: Hard-Soft-Principled협상 ································ 21
  16. 2. 레위키 협상이론: 투쟁적 협상-호혜적 협상 ······································· 24
  17. 제4장 바람직한 글로벌 협상자 ···························································· 26
  18. <사례: 소니-유니버셜 협상>
  19. 1. 글로벌 협상자의 오류 ····································································· 26
  20. 2. 유능한 협상자가 갖추어야 할 자질 ··················································· 38
  21. 제 Ⅱ 부 국제 경영 협상
  22. 제5장 국제 전략적 제휴 · 합작투자 협상 ·············································· 44
  23. 1. 국제 전략적 제휴 · 합작 투자의 개요 ··············································· 44
  24. 2. 전략적 제휴와 국제 합작투자의 3단계 협상전략 ································· 46
  25. 제6장 국제 M&A 협상 ······································································· 58
  26. 1. M&A란? ······················································································ 58
  27. 2. 국제 M&A협상의 4단계 전략 ··························································· 62
  28. 3. 국제 M&A에서의 주요 협상 전략 ····················································· 73
  29. 제7장 국제기술이전 협상 ····································································· 77
  30. 1. 2원적 기술이전 협상전략 ································································ 78
  31. 2. 라이센싱 협상전략 ·········································································· 82
  32. 3. 글로벌기업의 현지국과의 기술이전 협상 ············································ 84
  33. 제8장 글로벌기업의 갈등관리 협상 ······················································· 86
  34. <사례: 나이키 인도네시아 공장의 갈등관리 협상>
  35. 1. 글로벌기업의 다양한 국제경영협상 ···················································· 86
  36. 2. 글로벌기업의 갈등유형 ···································································· 88
  37. 3. 글로벌기업의 갈등관리 협상전략 ······················································· 98
  38. 제9장 글로벌기업과 현지국 간의 협상 ·················································· 104
  39. <사례: 현대자동차 앨라바마 투자협상>
  40. 1. 글로벌기업과 현지국의 갈등과 협상 ·················································· 104
  41. 2. 현지국 정부 협상력의 제약: 내부 협상의 덫 ······································· 111
  42. 3. 현지국 정부에 대한 국제경영협상 전략 ·············································· 118
  43. 제10장 우리나라의 국제 협상 ······························································ 124
  44. <사례: GM-대우자동차 협상사례 연구>
  45. 1. 대우자동차의 해외매각 협상 ····························································· 125
  46. 2. GM의 협상전략 ··············································································· 129
  47. 3. 한국의 협상전략 ·············································································· 135
  48. 참고 문헌 ··························································································· 139

본문/내용

협상은 외교관이나 세일즈맨들만이 하는 전문적인 행위가 아니다. 다양한 이해관계자와 의견을 조율해야 하는 우리의 일상생활은 협상행위의 연속이다. 또한 협상은 단순히 물건을 싸게 사거나 자신에게 유리한 계약을 하는 등의 경제적 행위에 한정되지 않는다. 역사적으로 볼 때 협상을 잘하면 전쟁까지 막을 수 있다. 우리 역사에서 가장 성공적인 협상사례는 고려시대 서희 장군과 거란과의 협상이다.

참고문헌

◎ 글로벌 협상전략
안세영 저
◎ 국제 협상, 문화를 알아야 성공한다.
테렌스 브레이크 & 다니엘 워커 & 팀 워커 지음, 정우찬 옮김
◎ KOTRA 자료실
◎ 국제 통상론



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Date : 2011-03-06
FileNo : 16110482

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