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谈判--哈佛商学院案例精选集(英文影印版)商务基础系列
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谈判--哈佛商学院案例精选集(英文影印版)商务基础系列

  • 作者:埃米尼亚·伊瓦拉等
  • 出版社:中国人民大学出版社
  • ISBN:9787300041728
  • 出版日期:2002年09月01日
  • 页数:111
  • 定价:¥27.00
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    内容提要
    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.
    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
    编辑推荐语
    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.
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