個案資料
了解個案內容與學習目標，選擇授課教師及使用課程。
MEGA SOLUTIONS NEGOTIATION
內容大綱
This case is a 2-party deal-making negotiation regarding the sale and purchase of IT solutions involving hardware, software and maintenance services. The focus is on the practical application of interest-based negotiation theory and concepts. The facts of the case provide multiple opportunities for generating creative solutions and employing strategic communication techniques. The case is also designed to illustrate the use of alternatives and BATNA as objective and realistic measures of negotiation success.