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摘要
摘要
Bargaining for Advantage is a real-world guide to the complex psychology of each bargaining situation. It focuses on six key emotional leverage points that researchers have shown help the best negotiators succeed and answers such questions as: how can you achieve your goals even when short on bargaining power? Case studies involving the likes of Benjamin Franklin, J.P. Morgan, and Donald Trump illustrate a flexible, step-by-step approach to make you a skillful and realistic negotiator.
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Contending that simply "win-win," "win-lose," and "one-size-fits-all" strategies do not work in negotiations, Shell (Wharton School of Business) distills knowledge from the academic and popular literature to develop a way to improve communication and cognitive skills needed in personal negotiations. His approach, Information-Based Bargaining, focuses on planning negotiations, listening to others, and attending to signals sent by others. Six "foundations" of effective negotiation are presented: personal bargaining style, goals and expectations, authoritative standards and norms, relationships, the other party's interests, and leverage. Noteworthy is the author's emphasis on the relational nature of negotiation. Also, his discussion of the critical nature of leverage in negotiation, the explication of positive, negative, and normative leverage, and the differentiation of leverage and power are heuristic. Negotiators are guided through a four-stage process: creation of the bargaining plan, preliminary exchanges of information, explicit bargaining, and closing and commitment. Recognizing that ethical questions suffuse negotiations, Shell explains the schools of bargaining ethics and suggests ways of coping with unethical tactics. General readers will profit from reading this book; practitioners will benefit by its step-by-step explanations of a complex process; and students and researchers will find it conceptually provocative. J. L. Allen; University of New Haven
目录
Acknowledgments | p. vii |
Introduction It's Your Move | p. xi |
Part I The Six Foundations of Effective Negotiation | p. 1 |
Chapter 1 The First Foundation: Your Bargaining Style | p. 3 |
Chapter 2 The Second Foundation: Your Goals and Expectations | p. 22 |
Chapter 3 The Third Foundations: Authoritative Standards and Norms | p. 39 |
Chapter 4 The Fourth Foundation: Relationships | p. 58 |
Chapter 5 The Fifth Foundation: The Other Party's Interests | p. 76 |
Chapter 6 The Sixth Foundation: Leverage | p. 89 |
Part II The Negotiation Process | p. 115 |
Chapter 7 Step 1: Preparing Your Strategy | p. 117 |
Chapter 8 Step 2: Exchanging Information | p. 132 |
Chapter 9 Step 3: Opening and Making Concessions | p. 156 |
Chapter 10 Step 4: Closing and Gaining Commitment | p. 177 |
Chapter 11 Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation | p. 201 |
Chapter 12 Conclusion: On Becoming an Effective Negotiator | p. 235 |
Appendix A A Note on Your Personal Negotiation Style | p. 243 |
Appendix B Information-Based Bargaining Plan | p. 247 |
Notes | p. 249 |
Selected Bibliography | p. 275 |
Index | p. 278 |