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谈判 哈佛商业评谈判 HBE: NEGOTIATION书籍详细信息
- ISBN：9781591391111
- 作者：暂无作者
- 出版社：暂无出版社
- 出版时间：2003-12
- 页数：192
- 价格：165.40
- 纸张：胶版纸
- 装帧：平装
- 开本：暂无开本
- 语言：未知
- 丛书：暂无丛书
- TAG：暂无
- 豆瓣评分：暂无豆瓣评分
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.
书籍目录：
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
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书籍介绍
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. Series Adviser: Michael Watkins Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of Right From the Start: Taking Charge in a New Leadership Role (HBS Press, 1999) and the author of Taking Charge in Your New Leadership Role: A Workbook (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job. Harvard Business Essentials The Reliable Source for Busy Managers The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.
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