谈判结果/Negotiation Outcomes
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作者： HBSP 著
出 版 社： Oversea Publishing House
出版时间： 2007-5-1字数：版次： 1页数： 102印刷时间： 2007/05/01开本： 32开印次： 1纸张： 胶版纸I S B N ： 9781422114766包装： 平装内容简介
Negotiation is the process by which people resolve their differences. Whether those differences involve the purchase of a new automobile, a labor contract dispute, the terms of a sale, or a complex alliance between two companies, resolutions are typically sought through negotiations. This guide will help you prepare, conduct, and close a negotiation successfully.
目录
Mentor's Message: Negotiating Skills Will Help Your Career
Negotiating Outcomes: The Basics
Types of negotiations
Distributive negotiation
Integrative negotiation
The negotiator's dilemma
Multiphase and Multiparty Negotiations
Multiphase negotiations
Multiparty negotiations
Four Key Concepts
BATNA: The best alternative to a negotiated agreement
The reservation price
ZOPA: The zone of possible agreement
Value creation through trades
Nine Steps to a Deal
Step 1: Determine satisfactory outcomes
Step 2: Identify opportunities to create value
Step 3: Identify your BATNA and reservation price
Step 4: Improve your BATNA
Step 5: Determine who has authority
Step 6: Study the other side
Step 7: Prepare for flexibility in the process
Step 8: Gather objective criteria to establish fairness
Step 9: Alter the process in your favor
Negotiation Tactics
Tactics for getting off to a good start
Tactics for distributive negotiations
Tactics for integrative negotiations
Framing the solution
Continual evaluation
Barriers to Agreement
Die-hard bargainers
Lack of trust
Potential saboteurs
Differences in gender and culture
Communication problems
Cognitive Traps
IrrationaI escalation
Partisan perception
Unreasonable expectations
Overconfidence
Unchecked emotions
The Skills of Effective Negotiators
Tips and Tools
Tools for Negotiating Outcomes
Test Yourself
Frequently Asked Questions
Key Terms
To Learn More
Sources for Negotiating Outcomes
Notes
