图书介绍
商务谈判 英文版 第5版PDF|Epub|txt|kindle电子书版本网盘下载
- 利·L·汤普森著；王健改编 著
- 出版社： 北京：中国人民大学出版社
- ISBN：9787300163321
- 出版时间：2013
- 标注页数：339页
- 文件大小：116MB
- 文件页数：356页
- 主题词：商务谈判－双语教学－高等学校－教材－英文
PDF下载
下载说明
商务谈判 英文版 第5版PDF格式电子书版下载
下载的文件为RAR压缩包。需要使用解压软件进行解压得到PDF格式图书。建议使用BT下载工具Free Download Manager进行下载,简称FDM(免费,没有广告,支持多平台）。本站资源全部打包为BT种子。所以需要使用专业的BT下载软件进行下载。如BitComet qBittorrent uTorrent等BT下载工具。迅雷目前由于本站不是热门资源。不推荐使用！后期资源热门了。安装了迅雷也可以迅雷进行下载！
（文件页数 要大于 标注页数，上中下等多册电子书除外）
注意：本站所有压缩包均有解压码： 点击下载压缩包解压工具
图书目录
Part Ⅰ Essentials of Negotiation1
Chapter 1 NEGOTIATION:THE MIND AND THE HEART1
Negotiation:Definition and Scope2
Negotiation as a Core Management Competency2
Most People Are Ineffective Negotiators4
Negotiation Traps4
Why People Are Ineffective Negotiators5
Debunking Negotiation Myths6
Learning Objectives8
The Mind and Heart8
Chapter 2 PREPARATION:WHAT TO DO BEFORE NEGOTIATION10
Self-Assessment11
Sizing Up the Other Party21
Situation Assessment22
Conclusion29
Chapter 3 DISTRIBUTIVE NEGOTIATION:SLICING THE PIE33
The Bargain ing Zone34
Pie-Slicing Strategies36
The Most Common ly Asked Questions42
Saving Face44
The Power of Fairness45
Wise Pie-Slicing55
Conclusion56
Chapter 4 WIN-WIN NEGOTIATION:EXPANDING THE PIE60
What Is Win-Win Negotiation?60
Telltale Signs of Win-Win Potential61
A Pyramid Model62
Most Common Pie-Expanding Errors63
Strategies That Do Not Really Work64
Effective Pie-Expanding Strategies65
A Strategic Framework for Reaching Integrative Agreements75
Do Not Forget About Claiming77
Conclusion77
Part Ⅱ Advanced Negotiation Skills80
Chapter 5 DEVELOPING A NEGOTIATING STYLE80
Motivational Orientation81
Interests,Rights,and Power Model of Disputing88
Emotions and Emotional Knowledge98
Conclusion104
Chapter 6 ESTABLISHING TRUST AND BUILDING A RELATIONSHIP109
The People Side of Win-Win109
Trust as the Bedrock of Relationships111
Reputation121
Relationships in Negotiation123
Conclusion129
Chapter 7 POWER,PERSUASION,AND ETHICS133
Your BATNA Is Your Most Important Source of Power in Negotiation134
Sources of Power135
Analyzing Your Power135
Persuasion Tactics135
Negotiation Ethics145
Conclusion152
Chapter 8 CREATIVITY AND PROBLEM SOLVING IN NEGOTIATIONS156
Creativity in Negotiation156
What Is Your Mental Model ofNegotiation?157
Creative Negotiation Agreements162
Threats to Effective Problem Solving and Creativity166
Creative Negotiation Strategies173
Conclusion181
PartⅢ Applications and Special Scenarios188
Chapter 9 MULTIPLE PARTIES,COALITIONS,AND TEAMS188
Analyzing Multiparty Negotiations189
Coalitions196
Principal-Agent Negotiations201
Constituent Relationships205
Team Negotiation207
Intergroup Negotiation210
Conclusion214
Chapter 10 CROSS-CULTURAL NEGOTIATION221
Learning About Cultures222
Cultural Values and Negotiation Norms223
Key Challenges of Intercultural Negotiation235
Predictors of Success in Intercultural Interactions240
Advice for Cross-Cultural Negotiations241
Conclusion245
Chapter 11 TACIT NEGOTIATIONS AND SOCIAL DILEMMAS250
Business as a Social Dilemma251
The Prisoner's Dilemma252
Social Dilemmas257
Escalation of Commitment269
Conclusion272
Chapter 12 NEGOTIATING VIA INFORMATION TECHNOLOGY275
Place-Time Model of Social Interaction276
Information Technology and Its Effects on Social Behavior282
Strategies for Enhancing Technology-Mediated Negotiations285
Conclusion287
Appendix 1 ARE YOU A RATIONAL PERSON?CHECK YOURSELF290
Why Is It Important to Be Rational?290
Individual Decision Making290
Game Theoretic Rationality303
Appendix 2 NONVERBAL COMMUNICATION AND LIE DETECTION309
What Are We Looking for in Nonverbal Communication?309
Detecting Deception311
Appendix 3 THIRD-PARTY INTERVENTION318
Common Third-Party Roles318
Key Choice Points in Third-Party Intervention319
Challenges Facing Third Parties321
Strategies for Enhancing Effectiveness of Third-Party Intervention323
Appendix 4 NEGOTIATING A JOB OFFER326
Preparation326
In Vivo:During the Negotiation Itself328
Post-Offer:You Have the Offer,Now What?331