《谈判》PDF下载

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  • 作  者:(英)吉恩·希尔特伯(JeanM.Hiltrop),(英)希拉·尤德尔(SheilaUdall)著
  • 出 版 社:北京:中国人民大学出版社;普兰蒂斯霍尔出版公司
  • 出版年份:1997
  • ISBN:7300024696
  • 页数:169 页
图书介绍:在无效谈判中最常见也是代价高昂的错误有哪些,如何避免这些错误?■控制谈判过程的主要原则和步骤是什么?■应该如何进行人与人之间的谈判?■高效的谈判小组常用的战略和策略有哪些?■用于多方谈判的特殊方法有哪些?■哪些方法是跨文化谈判最有效的方法?本书对上述问题及其他有关问题了作了清楚而确切的解释。对于那些接受短期培训的管理者、MBA,以及想迅速了解这一问题核心内容的教师和学生来说,都不失为极具价值的参考书。它还可以作为管理人员的藏书,以及那些有抱负的管理人员完善自己知识和技能的参考资料。

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