商务谈判 英文版 第5版PDF电子书下载

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