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　　分類: 图书,管理,商务沟通,谈判学,

作者： 埃米尼亚伊瓦拉等 编写

出 版 社： 中国人民大学出版社

出版时间： 2002-9-1字数： 265000版次： 1页数： 111印刷时间： 2003/02/01开本：印次：纸张： 胶版纸I S B N ： 9787300041728包装： 平装编辑推荐

The collection concludes with two pieces that challenge readers to be more than simply competent at negotiation.In“Six Habits of Merely Effetive Negotiatore,”James Sebenius stresses the importance of understanding your counterpart's interests as a means for shaping their perception of the deal.He cautions against common mistakes like focussing on price to the exclusion of other variables,and searching too hard for common ground.The very best negotiators are those who can craft value and salvage deals that would otherwise end in impasse.They likewise have the skill and insight to prevent disputes form costly escalation.

内容简介

This collection of notes and artes and articles presents an overview of negotiation strategy and tactics.Each piece offers practiacl frameworks and useful advice ofr managing different sapects of negotiation.Although the selections were originally written to stand alone,they have been sequenced here to provide a coherent overview of the negotiation process from initial formulatio of strategy,through careful preparation,and then personal interaction at the bargaining table.

作者简介

目录

Introduction

Negotiation Analysis:An Introduction

Rethinking “Preparation”in Negotiation

Two Psychological Traps in Negotiation

Errors in Social Judgment:Implications for Negotiation

Breakthrough Bargaining

Building Coalitions

Six Habits of Merely Effective Negotiators

Dynamic Negotiation:Seven Propositions

For Further Reading

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