【案例名称】Luna Pen (A)

【作者】Michael A. Wheeler, Kathleen L. McGinn

【页数】10

【格式】PDF

【语言】英语

【出版日期】1995年11月15日

【修订日期】2005年2月7日

【学科】谈判 (Negotiation)

【案例编号】396156-PDF-ENG

【来源】HBS Premier Case Collection

【网页】http://cb.hbsp.harvard.edu/cb/product/396156-PDF-ENG

【简介】

Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm.

【学习目标】

1) To identify and evaluate key tactical choices in opening negotiation, 2) to expose students to the overlooked connections between tactics and broader strategy, 3) to explore gender, culture, and power issues in bargaining.

【涉及课题】

Cross cultural relations; Managerial behavior; Negotiation

【背景】

    * Industry: Retail trade

【下载】

http://www.mbabbs.com/thread-266-1-1.html