nju课程-代理人与谈判伦理

Bullard

Houses

SampleOverall

SampleN

=

228

buyerrep.-seller

rep.

pairs

(456

students)47.4%

female,

52.6%

male65.4%

undergraduates,

34.6%

MBAsNominal

proportion

of

international

studentsUndergraduate

StudentsN

=

149

buyer

rep.-seller

rep.

pairs

(298

students)50.7%

female,

49.3%

maleMBA

StudentsN

=

79

buyerrep.-seller

rep.

pairs

(128

students)41.1%

female,

58.9%

maleData

provided

by

David

Glew,

Assistant

Professor

of

Management,

University

of

North

Carolina

Wilmington,

2007Bullard

Houses

ResultsData

provided

by

David

Glew,

Assistant

Professor

of

Management,

University

of

North

Carolina

Wilmington,

2007Bullard

HousesN

=

228

Buyer-Seller

Pairs,

Undergraduate

and

MBA

Students706050403020100$10M$12M$14M$16M$20M$22M$24MNo

Deal$18MPriceFrequencyBullard

Houses

ResultsData

provided

by

David

Glew,

Assistant

Professor

of

Management,

University

of

North

Carolina

Wilmington,

2007Bullard

HousesN

=

149

Buyer-Seller

Pairs,

Undergraduate

Students50403020100$10M$12M$14M$16M$20M$22M$24MNoDeal$18MPriceFrequencyBullard

Houses

ResultsData

provided

by

David

Glew,

Assistant

Professor

of

Management,

University

of

North

Carolina

Wilmington,

2007Bullard

HousesN

=

79

Buyer-Seller

Pairs,

MBA

Students2520151050$10M$12M$14M$16M$20M$22M$24MNoDeal$18MPriceFrequencyBullard

Houses

ResultsData

provided

by

David

Glew,

Assistant

Professor

of

Management,

University

of

North

Carolina

Wilmington,

2007Average

priceOverall

sample:

$18,681,466Undergraduates:

$18,679,206MBAs:

$18,389,912Proportions

that

decided

“No

Deal”Overall

sample:

28.1%Undergraduates:

28.2%MBAs:

27.8%Villard

Houses-THE

NEW

YORKPALACE

HO•k/villard.html•/mad4

.h

lThese

speculative

brownstone

residences

were

built

by

a

railway

promoter

andfinancier.

Their

form

recalls

the

mansions

that

used

to

line

Fifth

Avenue

aswell

as

the

row

of

houses

that

once

stood

on

the

site.

The

five

contiguous

Renaissance

Revival

buildings

are

unified

by

a

single

facade

that

wraps

around

aU-sh d

courtyard.

They

are

an

accurate

rendition

of

a

15th

century

Italianpalazzo,

sharing

its

comfortable

scale,

rusticated

base,

and

simple

decoration.

Aho was

added

to

the

site

when

HarryHe ley

bought

the

property

in

the1970s.

Although

the

developer

wanted

to

demolish

the

Villard

Houses

for

hisnew

building,

the

Landmarks

Preservation

Commission

fought

--

and

won

--

tosave

the

original

structures.

As

a

result,

the

facade

of

the

Villard

Houses

wasincorporated

into

the

new

ho and

the

wings

of

the

building

were

given

over

tonon-profit anizations

including

the

Urban

Center,

the

Landmarks

Conservancy,and

the

Municipal

Arts

Society.

The

new

structure

pays

little

respect

to

theexisting

buildings,

and

it

departs

radically

from

the

Villard

Houses

in

terms

ofcolor,

form,

decoration

and

scale.

This

is

a

particularly

blatant

example

ofthebattle

between

profit

and

preservation

which

has

characterized

New

Yorkarchitecture

of

the

20thcentury.451-5

Madison

Avenue,

McKim

Mead

&

White

[1884],Todaythe

HeEmery

Roth

&

Sons

[1980]ly

Palace,THE

NEW

YORK

PALACE

HO人的价值人创造的收益了解对手和市场信息经验和能力隐藏自身信息避免 情绪–人带来的成本人的费用（时间或佣金）错误的信息传递–过分自信时间成本雇佣合适的人人的经验和声誉激励

人保持控制权谈判中的道德问题在

和选择余地上撒谎虚报低价虚假议题虚张声势权限拖延策略白脸一致性陷阱小赠品隐瞒关键事实时间压力打击对手的情绪对方的联合其他谈判方等什么构成了商业故意虚假称述重要关键事实依据称述内容损失三种道德观谈判只是一种谈判在于使用计谋成年人都是追求自身利益经验丰富者的大家遵守同意的规则理性主义者希望他人遵守的规则，自己首先需要遵守谈判是交流某种情况下，善意的 是允许的。保守和某种程度的虚张声势也是允许的。实用主义者–在–

的长期成本大于收益事实的撒谎不可接受，然而可以采取边缘策略可以采取回避策略不同情景采取不同策略应对不道德的技巧在交易情景中保持警觉尽可能依靠关系、再表现果断和坚持不懈的品格坚持自己的标准：不为