Give and Take Revised 谈判大师手册:195则攻防经典
分類: 图书,进口原版书,经管与理财 Business & Investing ,
作者: Chester L. Karrass著
出 版 社:
出版时间: 1995-3-1字数:版次: 1页数: 282印刷时间:开本: 32开印次: 1纸张:I S B N : 9780887307430包装: 平装内容简介
The bestselling and most complete negotiating guide (more than 400,000 copies sold of the first edition)--revised to reflect the changes in business over the last two decades.
目录
Introduction
Acceptance Time
Achievement and Aspiration Level: Is What You Get Related to What You Want?
Advance Payments: Watch Out
Agenda
Agreements, Understandings, and Procedures: A Big Difference
Answering Questions: Tips for Better Answers
Answers That Don't Answer
Associates You Don't Need
Assumptions Are Not to Be Trusted
Authority Tactics: Countermeasures
Averages Are Always Negotiable
Before Negotiations Begin: A Money-Saving Idea
Big-Pot Tactic: Real and Straw Issues
Body Language: Is It a Put-on?
Bogey Tactic: This Is All I've Got
Bogey-Tactic Countermeasures for the Seller
Bogeys that a Salesperson Can Use
Booby Traps: Bluffing, Lying, and Poker Playing
Breaking an Impasse
Bribery
Buy Now-Negotiate Later
Call a Cactus
Call the Plumber
Car Dealers and Accountants
Catch-22: Dumb Is Smart and Smart Is Dumb
Caucus: When to Call One
Change of Pace in Tactics
Change-the-Negotiator Tactic
Cherry Picking: The Optimizer's Tactic
Closing the Deal: Eleven Ways That Work
Concessions: Dos and Don'ts
Concessions: The Ideal Concession Pattern
Concessions: What Seller Concedes Affects Buyer Demands
Concessions: When One Is More than Four
Concessions that Give Nothing Away
Confession Can Be Good for You
Credibility Has a Price
Deadlines: Why and How They Work
Deadlines That Get a Buyer to Buy
Deadlines That Get a Seller to Sell
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