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商务谈判 英文版 第5版pdf电子书版本下载
- 利·L·汤普森著；王健改编 著
- 出版社： 北京：中国人民大学出版社
- ISBN：9787300163321
- 出版时间：2013
- 标注页数：339页
- 文件大小：116MB
- 文件页数：356页
- 主题词：商务谈判－双语教学－高等学校－教材－英文
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图书目录
Part Ⅰ Essentials of Negotiation 1
Chapter 1 NEGOTIATION:THE MIND AND THE HEART 1
Negotiation:Definition and Scope 2
Negotiation as a Core Management Competency 2
Most People Are Ineffective Negotiators 4
Negotiation Traps 4
Why People Are Ineffective Negotiators 5
Debunking Negotiation Myths 6
Learning Objectives 8
The Mind and Heart 8
Chapter 2 PREPARATION:WHAT TO DO BEFORE NEGOTIATION 10
Self-Assessment 11
Sizing Up the Other Party 21
Situation Assessment 22
Conclusion 29
Chapter 3 DISTRIBUTIVE NEGOTIATION:SLICING THE PIE 33
The Bargain ing Zone 34
Pie-Slicing Strategies 36
The Most Common ly Asked Questions 42
Saving Face 44
The Power of Fairness 45
Wise Pie-Slicing 55
Conclusion 56
Chapter 4 WIN-WIN NEGOTIATION:EXPANDING THE PIE 60
What Is Win-Win Negotiation? 60
Telltale Signs of Win-Win Potential 61
A Pyramid Model 62
Most Common Pie-Expanding Errors 63
Strategies That Do Not Really Work 64
Effective Pie-Expanding Strategies 65
A Strategic Framework for Reaching Integrative Agreements 75
Do Not Forget About Claiming 77
Conclusion 77
Part Ⅱ Advanced Negotiation Skills 80
Chapter 5 DEVELOPING A NEGOTIATING STYLE 80
Motivational Orientation 81
Interests,Rights,and Power Model of Disputing 88
Emotions and Emotional Knowledge 98
Conclusion 104
Chapter 6 ESTABLISHING TRUST AND BUILDING A RELATIONSHIP 109
The People Side of Win-Win 109
Trust as the Bedrock of Relationships 111
Reputation 121
Relationships in Negotiation 123
Conclusion 129
Chapter 7 POWER,PERSUASION,AND ETHICS 133
Your BATNA Is Your Most Important Source of Power in Negotiation 134
Sources of Power 135
Analyzing Your Power 135
Persuasion Tactics 135
Negotiation Ethics 145
Conclusion 152
Chapter 8 CREATIVITY AND PROBLEM SOLVING IN NEGOTIATIONS 156
Creativity in Negotiation 156
What Is Your Mental Model ofNegotiation? 157
Creative Negotiation Agreements 162
Threats to Effective Problem Solving and Creativity 166
Creative Negotiation Strategies 173
Conclusion 181
PartⅢ Applications and Special Scenarios 188
Chapter 9 MULTIPLE PARTIES,COALITIONS,AND TEAMS 188
Analyzing Multiparty Negotiations 189
Coalitions 196
Principal-Agent Negotiations 201
Constituent Relationships 205
Team Negotiation 207
Intergroup Negotiation 210
Conclusion 214
Chapter 10 CROSS-CULTURAL NEGOTIATION 221
Learning About Cultures 222
Cultural Values and Negotiation Norms 223
Key Challenges of Intercultural Negotiation 235
Predictors of Success in Intercultural Interactions 240
Advice for Cross-Cultural Negotiations 241
Conclusion 245
Chapter 11 TACIT NEGOTIATIONS AND SOCIAL DILEMMAS 250
Business as a Social Dilemma 251
The Prisoner's Dilemma 252
Social Dilemmas 257
Escalation of Commitment 269
Conclusion 272
Chapter 12 NEGOTIATING VIA INFORMATION TECHNOLOGY 275
Place-Time Model of Social Interaction 276
Information Technology and Its Effects on Social Behavior 282
Strategies for Enhancing Technology-Mediated Negotiations 285
Conclusion 287
Appendix 1 ARE YOU A RATIONAL PERSON?CHECK YOURSELF 290
Why Is It Important to Be Rational? 290
Individual Decision Making 290
Game Theoretic Rationality 303
Appendix 2 NONVERBAL COMMUNICATION AND LIE DETECTION 309
What Are We Looking for in Nonverbal Communication? 309
Detecting Deception 311
Appendix 3 THIRD-PARTY INTERVENTION 318
Common Third-Party Roles 318
Key Choice Points in Third-Party Intervention 319
Challenges Facing Third Parties 321
Strategies for Enhancing Effectiveness of Third-Party Intervention 323
Appendix 4 NEGOTIATING A JOB OFFER 326
Preparation 326
In Vivo:During the Negotiation Itself 328
Post-Offer:You Have the Offer,Now What? 331