《谈判》求取 ⇩

Introduction1

Why are people afraid of negotiating？2

What is the aim of this book？3

How the book is organized3

How to use the book4

1 Key principles and mistakes4

Basic principles8

Common negotiating mistakes10

2 Managing the negotiation process11

Review questions16

Step1：Preparing for negotiation18

Step2：Developing a strategy23

Step3：Getting started33

Step4：Building understanding35

Step5：Bargaining41

Step6：Closing47

Review questions51

Case study：The Temperamental Talent52

3 Negotiating within groups58

Organizing successful meetings59

Communicating with impact61

Looking for creative solutions64

Achieving consensus69

Case study：Mawdesley Electronics Company71

Review questions71

4 Negotiating between groups79

Teamwork80

Forming coalitions82

Building integrative agreements85

Review questions89

Case study：International Computer Systems90

5 Negotiating among cultures95

Understanding different cultures96

Adopgting culture-specific strategies107

Review questions110

Case study：Borg-Warner Chemicals111

Guidelines for preparing your negotiation119

6 Toolbox119

Key questions in developing your strategy120

Guidelines for opening the negotiation121

Guidelines for building understanding121

Guidelines for managing your concession making122

Guidelines for breaking deadlocks123

Guidelines for improved problem solving124

Guidelines to facilitate movement towards agreement124

Guidelines for closing the negotiation125

Check-list for reviewing the negotiation125

Bibliography127

Appendix129

Index167