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Ph.D.

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interpersonal

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(1)

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(3)

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(5)

(6)

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(1) -

(2) -

(3) -

(4) -

(5) - 55%

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(6) -

(7)

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1.

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A:?

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A:? B: A:? ? B: A:? B: 1/3 A:

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Yes!

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2.:

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5. :

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1 - (

)

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3

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:

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6

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12

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18

: = 0 45 = 45 1.2/ = 1.23.6 = 3.6

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?

1 5 4 3 2 1

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6 5 4 3 2 1

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(AggressiveNegotiators) :

Win/Lost

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(PassiveNegotiators) :

Lost/Win

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(AssertiveNegotiators) :

Win/Win

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Win/Win

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SWOT

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/

/ / ()

/ / /

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:

: (1)

(2)

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: 1:

2: 3: 4:

5: 6: 7:

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1:

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2:

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3: Position

Interests

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20

6

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4:

:(1)(2)

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--

ISO

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--

http://news.chinatimes.com/CMoney/Focus/CMoney-Focus-Content/0,4764,9710304011+971030401+0+081313+0,00.htmlhttp://news.chinatimes.com/CMoney/Focus/CMoney-Focus-Content/0,4764,9710304011+971030401+0+081313+0,00.htmlhttp://news.chinatimes.com/CMoney/Focus/CMoney-Focus-Content/0,4764,9710304011+971030401+0+081313+0,00.htmlhttp://news.chinatimes.com/CMoney/Focus/CMoney-Focus-Content/0,4764,9710304011+971030401+0+081313+0,00.htmlhttp://news.chinatimes.com/CMoney/Focus/CMoney-Focus-Content/0,4764,9710304011+971030401+0+081313+0,00.html

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8

8

7

(MOU) 8

8

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1:

OKOK

2:

3:

4:

5:

6 9:

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5:

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6: :

Win-WinLose-Win

/ / / /

:

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6: 20

106

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7:

Win-Win

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7: Win-Lose

Lose-Win

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: 1: 2: 3: 4: 5: 6: 7:

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1:

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2:

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3:

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4:

.

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5:

Ill have the deal signed byFriday-trust me!

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6:

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7:

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:

1: --- 2: --- 3: --- 4: ---

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1: ---

Stage1

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1: 509

50

9

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1: 3

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1: Stage 1

Stage 1

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2: ---

Stage2

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2: :

Customer: Salesman:

Customer: Salesman:

Customer: Salesman:

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2: :

Customer: Salesman:

Customer:

Salesman:

Customer:

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2: Stage 2

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3: ---

Stage3

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3:Customer: Salesman:

Customer:

Salesman:

Customer: Salesman:

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3:

Can I ask?

Can I ask how you feel about this May I ask what your suggestion would be for an acceptable solution

May I ask how you would solve this problem Can I ask what the perfect agreement would be for you

May I ask what kind of agreement you are looking for

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3: Stage 3

pp.67~78 : Stage 2

If you can, thenwe are prepared to

3.

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4: --- Stage4

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4: Stage 4

106

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:

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:

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:

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:

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:

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:

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: Counterpart

You

CounterpartYou

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:

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:

60

9030

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:

Why notCan I askthe reasons why

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:

Counterpart 10You 5%

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:

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:

..

.....

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:

30

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:Copyright Trademark

Trade Secrets Patent

Copyright:

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Trade secrets:

Patent:

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:

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:

1~2

billion 10

530

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:

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:

. --

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--

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/

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30

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2~3

68

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