谈判结果/Negotiation Outcomes pdf snb 115盘 kindle 在线 下载 pmlz mobi

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, resolutions are typically sought through negotiations. 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 negotiations

　　Distributive negotiation

　　Integrative negotiation

　　The negotiator's dilemma

　Multiphase and Multiparty Negotiations

　　Multiphase negotiations

　　Multiparty negotiations

　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 negotiations

　　Tactics for integrative negotiations

　　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 expectations

　　Overconfidence

　　Unchecked emotions

　The Skills of Effective Negotiators

Tips and Tools

　Tools for Negotiating Outcomes

Test Yourself

Frequently Asked Questions

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, resolutions are typically sought through negotiations. This guide will help you prepare, conduct, and close a negotiation successfully.