实验项目

实验内容

实验要求

实验一：MK-Keli

Negotiation on Changing Distribution   Rights and Compensation

Party A (Manufacturer):

M&K Co., Germany (hereafter   referred to as M&K Co.)

Party B (Distributor):

Keli Instrument Co., Beijing, China   (hereafter referred to as Keli Co)

1.认真阅读案例，按照要求设置谈判环境和谈判角色；

2.请尽可能完整设想谈判对手的谈判条件。

实验二：Lutai-Yunji

Negotiation on Duplicate Delivery of   Porcelain Dinner-ware

Party A (Buyer):

Yunjing Trading Company, Mauritius (hereafter   referred to as Yunjing Co.

Party B (Seller‘s Representative):

Economic and Commercial Counselor’s   Office of the Chinese Embassy in Mauritius (on behalf of the Seller, Shandong   Lutai Arts and Crafts Import & Export Co., China.)

1.认真阅读案例，按照要求设置谈判环境和谈判角色；

2.请尽可能完整设想谈判对手的谈判条件。

实验三：Sanibel Island

In this scenario, you will negotiate a   set of environmental management issues.    One group will play the role of an environmental group, while the   other will play the role of a land developer.    Your objective is to negotiate three issues related to the development   of a hotel / resort site on a particular piece of waterfront land.

1.认真阅读案例，按照要求设置谈判环境和谈判角色；

2.请尽可能完整设想谈判对手的谈判条件。

实验四：Him and Her

Him and Her – USA E-Negotiation Case

Plans for the production of the next   summer season (2018) clothes have just been finalized. BFM is expecting to   gain more orders from HHU this year. However, in regards to supplying HHU the   required units (16000) we have some issues in terms of capacity, which will   not allow BFM to offer big discount on the pricing.

1.认真阅读案例，按照要求设置谈判环境和谈判角色；

2.请尽可能完整设想谈判对手的谈判条件。

实验五：Northstar

Party A:

North Star Metallic Materials Company   Ltd., Liaoning Province (hereinafter referred to as North Star Co.)

Party B:

Oriental Steel Group Company,   Heilongjiang Province (hereinafter referred to as OS Co.)

1.认真阅读案例，按照要求设置谈判环境和谈判角色；

2.请尽可能完整设想谈判对手的谈判条件。