谈判结果/Negotiation Outcomes 下载 pdb txt pdf 百度云 kindle umd 夸克云

Negotiation is the process by which people resolve their differences. Whether those differences involve the purchase of a new automobile, a labor contract dispute, the terms of a sale, or a complex alliance between two companies, resoluti*** are typically sought through negotiati***. This guide will help you prepare, conduct, and close a negotiation successfully.

Mentor's Message: Negotiating Skills Will Help Your Career

Negotiating Outcomes: The Basics

　Types of negotiati***

　　Distributive negotiation

　　Integrative negotiation

　　The negotiator's dilemma

　Multiphase and Multiparty Negotiati***

　　Multiphase negotiati***

　　Multiparty negotiati***

　Four Key Concepts

　　BATNA: The best alternative to a negotiated agreement

　　The reservation price

　　ZOPA: The zone of possible agreement

　　Value creation through trades

　Nine Steps to a Deal

　　Step 1: Determine satisfactory outcomes

　　Step 2: Identify opportunities to create value

　　Step 3: Identify your BATNA and reservation price

　　Step 4: Improve your BATNA

　　Step 5: Determine who has authority

　　Step 6: Study the other side

　　Step 7: Prepare for flexibility in the process

　　Step 8: Gather objective criteria to establish fairness

　　Step 9: Alter the process in your favor

　Negotiation Tactics

　　Tactics for getting off to a good start

　　Tactics for distributive negotiati***

　　Tactics for integrative negotiati***

　　Framing the solution

　　Continual evaluation

　Barriers to Agreement

　　Die-hard bargainers

　　Lack of trust

　　Potential saboteurs

　　Differences in gender and culture

　　Communication problems

　Cognitive Traps

　　IrrationaI escalation

　　Partisan perception

　　Unreasonable expectati***

　　Overconfidence

　　Unchecked emoti***

　The Skills of Effective Negotiators

Tips and Tools

　Tools for Negotiating Outcomes

Test Yourself

Frequently Asked Questi***

Key Terms

To Learn More

Sources for Negotiating Outcomes

Notes

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Negotiation is the process by which people resolve their differences. Whether those differences involve the purchase of a new automobile, a labor contract dispute, the terms of a sale, or a complex alliance between two companies, resoluti*** are typically sought through negotiati***. This guide will help you prepare, conduct, and close a negotiation successfully.