这个谈判/Negotiate This!
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作者： Herb Cohen著
出 版 社： 艺洲
出版时间： 2006-1-1字数：版次： 1页数： 382印刷时间： 2006/01/01开本：印次： 1纸张： 胶版纸I S B N ： 9780446696449包装： 平装内容简介
Cohen is an accomplished, successful negotiator, a talent that appears largely attributable to his creative intelligence, his intense focus on attaining his client's goals and a negotiating style that is low-key, humorous and flexible. His primary message in this book is the negotiator's need to cultivate a certain detachment-hence the book's subtitle. It also offers street-smart advice on effective demeanor, a cooperative style and the bargaining process. About a third of the book is devoted to the "perceptual TIP"-in which Cohen explains how to manipulate the perceived levels of time, information and power to create an advantage in negotiations. All of this advice is buried in an entertaining melange of stories ranging from biblical tales through real-life business negotiations to everyday activities (such as convincing one's kids to come home on time), all delivered in the same unassuming tone one presumes Cohen uses at the bargaining table. Of less interest is an odd chapter that combines the author's advice on terrorism and parenting and 40 pages of appendixes that reproduce documents and articles relating to the Iranian hostage crisis, Clinton's Camp David Summit in 2000 and 20-year-old warnings about the threat of terrorism. Unfortunately, the book's content is often only loosely related, as though gathered in chunks from a couple of decades of speeches or seminars. Within the chapters, new sections repeatedly interrupt mid-story. The result is a book that features the practical wisdom of experience and the ring of authority, but sometimes wanders beyond the limits of the reader's patience.
Copyright 2003 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.
目录
Acknowledgments
Chapter I. The Joy of Detached Involvement
1. A Gaming Mechanism
2. Voluntary Decision Making
3. An Other Worldly Undertaking
4. New Communication Approaches
5. Applying Conscious Inattention
Chapter II. Salvation by Negotiation
1. An Ageless Phenomenon
2. Familiarity Breeds Children
3. Getting Framed
4. Speed Kills
5. "Whahdja Say?"
6. Lend Me a Hand
7. Attuned to the Music
8. Abracadabra
9. A Hollywood Exegesis
10. An Attention Grabber
11. Axioms from Above
12. Bargaining with a Bastard
13. The Road Less Traveled
14. Negotiating with the Almighty
Chapter III. Playing the Game
1. Style Supersedes Substance
2. The Way of the Gipper
3. An Outsider's View
4. Less Is More
5. All's Right with the World
6. Equality--Valued or Tainted?
7. The Optimum Style
Chapter IV. A Mixed-Motive Game
1. Labeling Is Disabling
2. Dial M for Money
3. It Ain't Necessarily So
4. When You're Up to Your Neck in Alligators, It's Easy to Forget That Your Original Objective Was to Drain the Swamp
5. Say Cheese
6. Believing Is Seeing
7. A Dynamic of Dual Desires
8. A Problem-Solving Process
9. Can't Anybody Here Play This Game
Chapter V. A Bargaining Formula
1. Setting Objectives
2. Making How Concessions
3. Open with Commonality
4. The Titanic Principle
5. The Ping-Pong Table Theory of Life
6. Broadening the Gauge
7. The Vail Condo
8. Make'Em Work
……
Chapter VI.The Perceptual TIP
Chapter VII.Time and Timing
Chapter VIII.Information
Chapter IX.Power
Chapter X.Sources of Power
Chapter XI.Negotiating This…And That
Chapter XII.The Game of Life
Bibliography
Index
