Negotiation Process

Definitions:
-Type of negotiation
--Distributive negotiation
--Integrative negotiation
-Key concepts
--BATNA(Best Alternative To a Negotiated Agreement)
--Reservation price(walk-away price)
--ZOPA(Zone Of Possible Area)
--Value Creation
-Information
--Complete or incomplete, information asymmetry
--FOTE(Full, Open, Truthful Exchange)
--POTE(Partial, Open, Truthful Exchange)
--No trust or distrust
-Fairness

Questions:
- Dispute or deal?
- More than two parties?
- Are the parties monolithic?
- Is the game repetitive?
- Are there linkage effects?
- More than One issue?
- Is an agreement required?
- Are threats possible?
- Are there time constrains or time-related costs?
- Are the constrains binding?
- Are the negotiations private or public?
- What are the group norms?
- Can the external helper be used?

Strategic Thinking and Scientific Approach
- Form No Agreement to Agreement
-- Find differences for exchange to get surplus
-- Changing positions( if feasible)
- Form Distributive to Integrative
-- Adding more issues os dimensions for negotiation
- Form Two Parties to Many Parties
-- Deciding membership
-- Finding game rules(in addition to interactions): voting, auction, etc.
- Overcoming Distrust or No Trust
-- Introducing (trustworthy) third party (external help) and moving to POTE or even FOTE
- Achieving Pareto Efficiency
-- Using FOTE to find frontier(if possible)
-- Limits to FOTE (revealing preference or reservation value?)
- Achieving Fairness
-- Subjective standards?
-- Context dependent
-- Mechanism design

策略績效管理。operating expense ratio

1. 通路的先決條件就是精準的要求。成本降低。
2. 長期的成本控制，才是功夫。
3. 預測或創造曲線的轉折點。

Apple has already turn into the platform solution provider to instead of cell phone hardware manufacture. Samsung, HTC are still doing cost down and development of cell phone hardware.
Even though, everyone bought the same cell phone, but enjoy their tailor-made service.
We should think about this principle to develop new biz model.....

任真無所先。。。沒有比實現真實的自己更重要了。