谈判(哈佛商业评论系列) HBE: NEGOTIATION HAR
点此进入淘宝搜索页搜索分类: 图书,进口原版书,经管与理财 Business & Investing ,
作者：
出 版 社：
出版时间： 2003-12-1字数：版次： 1页数： 170印刷时间： 2003/12/01开本：印次：纸张： 胶版纸I S B N ： 9781591391111包装： 平装内容简介
Negotiation-whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units-is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating-and valuable-aspects of business today. Packed with practical advice and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include:
Preparing the necessary information before a negotiation；
Managing multiparty negotiations；
Assessing the position of the opposing side；
Determining your sources of power and authority in a negotiation；
Recognizing the barriers to agreement and how to overcome them.
Plus, readers can access free interactive tools on the Harvard Business Essentials companion web site.
目录
Introduction
1 Types of Negotiation
Many Paths to a Deal
Distributive Negotiation
Integrative Negotiation
Multiple Phases and Multiple Parties
Summing Up
2 Four Key Concepts
Your Starting Points
KnowYour BATNA
Reservation Price
ZOPA
Value Creation Through Trades
Summing Up
3 Preparation
Nine Steps to a Deal
Step 1: Consider What a Good Outcome Would Be forYou and the Other Side
Step 2: Identify PotentialValue Creation Opportunities
Step 3: IdentifyYour BATNA and Reservation Price, and Do the Same for the Other Side
Step 4: Shore UpYour BATNA
Step 5: Anticipate the Authority Issue
Step 6: Learn AllYou Can About the Other Side's People and Culture, Their Goals, and How They've Framed the Issue
Step 7: Prepare for Flexibility in, the Process-- Don't LockYourselfinto a Rigid Sequence
Step 8: Gather External Standards and Criteria Relevant to Fairness
Step 9:Mter the Process inYour Favor
Summing Up
4 Table Tactics
How to PIay the Game Well
Getting the Other Side to the Table
Making a Good Start
Tactics forWin-Lose Negotiations
Tactics for Integrative Negotiations
General Tactics: Framing and Continual Evaluation
Summing Up
5 Frequently Asked Tactical Questions
Answers You Need
FAQs About Price
FAQs About Process
FAQs About People Problems
6 Barriers to Agreement
How to Recognize and Overcome Them
Die-HaM Bargainers
Lack of Trust
InformationalVacuums and the Negotiator's Dilemma
Structural Impediments
Spoilers
Differences in Gender and Culture
Difficulties in Communication
The Power of Dialogue
Summing Up
7 Mental Errors
How to Recognize and Avoid Them
Escalation
Partisan Perceptions
Irrational Expectations
Overconfidence
Unchecked Emotions
Summing Up
8 When Relationships Matter
A Different Notion of Winning
Why Relationships Matter
How Perceptions of Relationship Value Affect Negotiations
Doing It Right
Summing Up
9 Negotiating for Others
Whose Interests Come First?
Independent Agents
Non-Independent Agents
Agency Issues
Summing Up
10 Negotiation Skills
Building Organizational Competence
Continuous Improvement
Negotiating as an Organizational Capability
What Makes an Effective Negotiator?
Summing Up
Appendix: Useful Implementation Tools
Notes
Glossary
For Further Reading
Index
About the Subject Adviser
About the Writer
