谈判PDF电子书下载

Introduction 1

Why are people afraid of negotiating？ 2

What is the aim of this book？ 3

How the book is organized 3

How to use the book 4

1 Key principles and mistakes 4

Basic principles 8

Common negotiating mistakes 10

2 Managing the negotiation process 11

Review questions 16

Step1：Preparing for negotiation 18

Step2：Developing a strategy 23

Step3：Getting started 33

Step4：Building understanding 35

Step5：Bargaining 41

Step6：Closing 47

Review questions 51

Case study：The Temperamental Talent 52

3 Negotiating within groups 58

Organizing successful meetings 59

Communicating with impact 61

Looking for creative solutions 64

Achieving consensus 69

Case study：Mawdesley Electronics Company 71

Review questions 71

4 Negotiating between groups 79

Teamwork 80

Forming coalitions 82

Building integrative agreements 85

Review questions 89

Case study：International Computer Systems 90

5 Negotiating among cultures 95

Understanding different cultures 96

Adopgting culture-specific strategies 107

Review questions 110

Case study：Borg-Warner Chemicals 111

Guidelines for preparing your negotiation 119

6 Toolbox 119

Key questions in developing your strategy 120

Guidelines for opening the negotiation 121

Guidelines for building understanding 121

Guidelines for managing your concession making 122

Guidelines for breaking deadlocks 123

Guidelines for improved problem solving 124

Guidelines to facilitate movement towards agreement 124

Guidelines for closing the negotiation 125

Check-list for reviewing the negotiation 125

Bibliography 127

Appendix 129

Index 167