谈判

　　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。

暂缺《谈判》作者简介

Introduction1
Whyarepeopleafraidofnegotiating?2
Whatistheaimofthisbook?3
Howthebookisorganized3
Howtousethebook4
1Keyprinciplesandmistakes1
Basicprindples,8
Commonnegotiatingmistakesl0
Reviewquestions17
2Managingthenegotiationprocess17
Step1:Preparingfornegotiationlt
Step2:Developingastrategy23
Step3:Gettingstarted33
Step4:Buildingunderstanding35
Step5:Bargaining47
Step6:Closing51
Reviewquestions.
Casestudy:TheTemperamentalTalent52
3'NegOtiatingwithingroups58
Organizingsuccessfulmeetings59
Communicatingwithimpact61


Lookingforcreativesolutions64
Achievingconsensus69
Reviewquestions71
Casestudy:MawdesleyElectronicsCompany7l
4Negotiatingbetweengroups79
Teamwork80
Formingcoalitions82
Buildingintegrativeagreements85
Reviewquestions89
Casestudy:InternationalComputerSystems90
5Negotiatingamongcultures95
Understandingdifferentcultures96
Adoptingculture-specificstrategiesl07
Reviewquestionsll0
Casestudy:Borg-WarnerChemicals111
6Toolbox119
Guidelinesforpreparingyournegotiationll9
Keyquestionsindevelopingyourstrategyl20
Guidelinesforopeningthenegotiationl2l
Guidelinesforbuildingunderstanding12l
Guidelinesformanagingyourconcessionmaking'l22
Guidelinesforbreakingdeadlocksl23
Guidelinesforimprovedproblemsolving124
Guidelinestofacilitatemovementtowardsagreementl24
Guidelinesforclosingthenegotiation125
Check-listforreviewingthenegotiation125
Bibliography127
Appendix129
Index167