谈判 哈佛商业评谈判 HBE: NEGOTIATION 下载 pdf 百度网盘 epub 免费 2025 电子版 mobi 在线

Negotiation-whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units-is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating-and valuable-aspects of business today. Packed with practical advice and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include:

Preparing the necessary information before a negotiation；

Managing multiparty negotiations；

Assessing the position of the opposing side；

Determining your sources of power and authority in a negotiation；

Recognizing the barriers to agreement and how to overcome them.

Plus, readers can access free interactive tools on the Harvard Business Essentials companion web site.

Introduction

1 Types of Negotiation

Many Paths to a Deal

Distributive Negotiation

Integrative Negotiation

Multiple Phases and Multiple Parties

Summing Up

2 Four Key Concepts

Your Starting Points

KnowYour BATNA

Reservation Price

ZOPA

Value Creation Through Trades

Summing Up

3 Preparation

Nine Steps to a Deal

Step 1: Consider What a Good Outcome Would Be forYou and the Other Side

Step 2: Identify PotentialValue Creation Opportunities

Step 3: IdentifyYour BATNA and Reservation Price, and Do the Same for the Other Side

Step 4: Shore UpYour BATNA

Step 5: Anticipate the Authority Issue

Step 6: Learn AllYou Can About the Other Side's People and Culture, Their Goals, and How They've Framed the Issue

Step 7: Prepare for Flexibility in, the Process-- Don't LockYourselfinto a Rigid Sequence

Step 8: Gather External Standards and Criteria Relevant to Fairness

Step 9:Mter the Process inYour Favor

Summing Up

4 Table Tactics

How to PIay the Game Well

Getting the Other Side to the Table

Making a Good Start

Tactics forWin-Lose Negotiations

Tactics for Integrative Negotiations

General Tactics: Framing and Continual Evaluation

Summing Up

5 Frequently Asked Tactical Questions

Answers You Need

FAQs About Price

FAQs About Process

FAQs About People Problems

6 Barriers to Agreement

How to Recognize and Overcome Them

Die-HaM Bargainers

Lack of Trust

InformationalVacuums and the Negotiator's Dilemma

Structural Impediments

Spoilers

Differences in Gender and Culture

Difficulties in Communication

The Power of Dialogue

Summing Up

7 Mental Errors

How to Recognize and Avoid Them

Escalation

Partisan Perceptions

Irrational Expectations

Overconfidence

Unchecked Emotions

Summing Up

8 When Relationships Matter

A Different Notion of Winning

Why Relationships Matter

How Perceptions of Relationship Value Affect Negotiations

Doing It Right

Summing Up

9 Negotiating for Others

Whose Interests Come First?

Independent Agents

Non-Independent Agents

Agency Issues

Summing Up

10 Negotiation Skills

Building Organizational Competence

Continuous Improvement

Negotiating as an Organizational Capability

What Makes an Effective Negotiator?

Summing Up

Appendix: Useful Implementation Tools

Notes

Glossary

For Further Reading

Index

About the Subject Adviser

About the Writer

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书籍介绍

Negotiation-whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units-is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating-and valuable-aspects of business today. Packed with practical advice and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include: Preparing the necessary information before a negotiation Managing multiparty negotiations Assessing the position of the opposing side Determining your sources of power and authority in a negotiation Recognizing the barriers to agreement and how to overcome them Plus, readers can access free interactive tools on the Harvard Business Essentials companion web site. Series Adviser: Michael Watkins Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of Right From the Start: Taking Charge in a New Leadership Role (HBS Press, 1999) and the author of Taking Charge in Your New Leadership Role: A Workbook (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job. Harvard Business Essentials The Reliable Source for Busy Managers The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.