< а 100 > й ؼ ƴϰ, ϱ å̴. ƴϰ, ϴ å̴.ܱ å ƴϰ, ѱ Ư ݿؼ å̴.츮 ̴. , ϰ, ߿Կ ұϰ, ѱ ü γ α ̴. Ƹ, ȸ ݿ ȭ Ѹ ֱ ȴ. , ڽ ǰ , 'ǹ', Ȥ '' ̰, ڽ ǰ ٴ Ϳ ͼ ʰ Ǿ ָϰ ȴ. FTA, Ⱥ ߿ , , л Բ ϴ û Ŀ ǥ ϴ ̴. Ư ǰü ϰ, ܰ Ÿ δ ϰ, ༭ ۼϰ, Ŀ ġ ذϱ ϰ, Ⱓ ٸ ϴ κ ð Ͽ ϰ ִ. ұϰ, ϰ ִٴ ü ν ϴ 츦 ϰ Ÿ. å ʴ. ְ ϰ Ͽ, ѹα ε ȭϴ ξ. о . ó 뷫 ϴ ǥ 桯 а, ° ؼ Ȯ о ǹ̸ þ , ° Ͽ ϸ硯 о . ڽŰ , ̺ ɰ ; Ÿ ڽ ߰ϰ .
19 ȸ ǥ̻μ Ӹ, Ǻλ ٸ ܱε ۷ι ؿ, ̺ 濵п(IPADE Business school, Mexico) Ϲ(Harvard) , Ǵ 濵п ƴ. å ͳ ƴ ôϴ ¥麸ٴ ڰ ִٰ .
ȸ ()ġ۴Ͽ ȸ Ʈʽ() ǥ̻, ѱġȸ ȸ̴. , ߽ ijīб(Universidad Panamericana) /濵а ȭ(Internationalization) ġ ̸, ȸ ȸ ̱ ϴ. ڵ ι Ȱ , 2001 ݱ 8 ȸ縦 âϿ, 7 ȸ簡 Ӱ濵 ϴ ִ. Ѵб ȸġ , Ǵб а ӱ, дп ְ濵ڰ ӱ Ͽ, Ǵ а MBA ̴.
ѷα 1. Ʈ ˾ƾ ϴ 1. Ư¡ (1) Ŀ´̼ ̴ (2) Ͻ ⺻̸, ΰ ǥ ִ (3) (High-Low Game) ƴϴ (4) ϴ Ѵ (5) 츮 /ν ϴ 2. ٹ Ͻ (1) ٹ (2) Ͻ 2. Ͻ 8 ⺻ Ģ (1) 䱸(Position) ڿ , 屸(Interest) ãƶ (2) Ű â (Creative Alternative) ϶ (3) 屸(Hidden Interest) ڱ϶ (4) ڸ ϱ (Standard) ̸ ϶ (5) ٰŸ Ȱ϶ (6) Ű Ʈ(Best Alternative To a Negotiated Agreement) غϰ м϶ (7) -(Win-Win) ߱ϸ, ϰ, ΰ踦 ξ (8) NPT(Negotiation Preparation Table) 3. (Persuasion)̶ ΰ 1. õ 2. (1) Ƹڷ (2) ιƮ ġ˵(Robert Cialdini) 4. Ʈ װÿ(Strong Negotiator) 1. غ (1) غϰ, ϰ, , ƾ () (2) 5 ⺻ Ҹ (3) (4) ġ Ȯϰ νĽŰ (5) Ʈũ(Network) (θ ) 2. (1) Ÿ ڰ (2) Ÿ ľ (3) ϰ, м (4) (5) 3. â Ȱ Ʈ(ȭ) (1) Ű â ȡ (2) Ʈ(BATNA) Ȱ 4. (Tip) (1) 纸 Ͱ 纸 ̸ ص (2) Ϻ(Nibbling) Ȱ (3) øĪ(Flinching) Ȱ (4) (Salami) ̿ (5) ϰ, Ǯ, ϴ ȣϰ (6) ӼӸ / Ʈ Ĵٺ (7) ݡ (8) ҽ Ѳ (9) ϴٴ λ (10) ѡ ϰ (11) ̽ 5. Ȳ 1. (1) (2) (3) -(I -Message) Ȱ (4) ó (5) 2. ̸ 3. (, ) (1) ô ϴ°?(Anchoring Effect) (2) ù ô ϰ?(Aim High) (3) ݰ Ͽ 4. 5. μ (1) Ư¡ (2) õ ʴ° (3) ϱ ؼ ; Ѵ (4) ʷα