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利益分配原则.pdf

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利益分配原则I.PersonalInterestsVSOrganizationalInterests个人利益与集体利益II.PersonalInterestsVSOrganizational&NationalInterests个人利益与集体和国家利益III.CommunicationSkills交际练习IV.Effectivenegotiating成功谈判4.ClarifyingPositions（VCD）Duringanegotiation,interestsofdifferentkindswithoneanotherandinteractoneachother,exertingtheirinfluencedirectlyorindirectlyofontheanegotiation.Anynegotiationsoccurredathomeinvolvetwolevelsofinterestsandsometimesthreelevelsofinterests:,andnationalinterests.Towhatextenttheseinterestscanbecoordinated,integratedandbalanced_____largelytheandoutcomeofnegotiations.Personalinterestsarerepresentedbynegotiatorswhoactinnegotiationsonbehalfofand,whoseinterestsdependonindividualnegotiators’effortstobefulfilled.Organizationsareasprivateorstate-ownedenterprises,institutions,collectivebodiesorotherkindsof.Statesmeansall______countriesandstates.PersonalInterestsVSOrganizationalInterests个人利益与集体利益Personalinterestsmayincludesuchmajoraspectsasofpersonalvalue,tohigherposition,increasingpersonalandcomfortablelife.Comparativelyspeaking,personalinterestscanbeeasilylinebroughtwithintothatoforganizationssincerealizationofone’spersonal,socialandhisinothers’expectationarecloselywithhisperformanceand______doneforthe.Thereforethereisanconnectionbetweenpersonalandorganizationalinterests,sorealizationoforganizationalinterestsmeansofpersonalinterestsandviceversa.Bythislinkage,negotiatorswillmakehisutmosteffortstoachieveinterestsoforganizationsheinthenegotiation.Howeverpersonalinterestsarenotalwaysinconvergencewithinterestsoforganizationsparticularlywhenindividualstheirwoninterestsbeforeinterestsoftheorganizationsorwhentheirowninterestswithareinterestsinoftheorganizations,whichareoftenofmonetary.Oncedesiresforgainingpersonalinterests,theoutcomeofnegotiationwouldbeforeseeable,i.e.,fulfillinginterestsofindividualsandofgrandinterestsoforganizations.1Investigationsshowthattherearemuchmorecasesofbriberyandcorruptioninstate-ownedenterprisesbecausetheirleaderstheorganizationalinterestsfortheirown.Thecase