谈判基础电子书籍txtpdf网盘下载网站

前言

Wele to Negotiating Essentials！ This is an exciting new book that presents, in a unique stu-dent-centered focus, time-tested negotiation concepts, skills, and prtices developed bynationally recognized authors, experienced professionals, and the mt recent findings of dis-tinguished ademic researchers* This book was written in response to fulty who requesteda prehensive negotiation textbook that can be utilized in a wide variety of collegecourses——negotiation, conflict resolution, labor relations, and managerial decision making——either as a textbook or as a supplement* In society today, almt everyone has the opportunityto be a suessful negotiator——managers, business professionals, engineers, lawyers, tehers,public sector administrators, health care professionals, consumers, parents, and neighbors*That is the reason negotiation courses are found in colleges of business, law, cation, engi-neering, psychology, and public administration* This book is designed for the programs*Negotiation situations our in a persons professional and personal life* In ft, mtpeople are fed with hundreds if not thousands of opportunities to negotiate issues ofimportance to them during their lifetime* Unfortunately, many people choe not to negoti-ate but instead aept what is offered to them——the terms of a job offer, the listed sale price,a standard rate, or perhaps a work estimate* Why？ Either they simply do not recognize thatbargaining is psible in the situation before them, or they feel unfortable negotiating*They may believe they lk the skills to negotiate suessfully* Or they simply detest thenegotiating process and will avoid it at any ct——but they often pay a higher ct for theirlk of negotiating skills*Based on our own bined 60-plus years of negotiating experience, as well as the hun-dreds of years of bined experience of the highly suessful professionals who made contri-butions to this book, we are convinced that almt everyone can bee an effective negotiator*A considerable amount of scholarly research and classroom tehing shows that one canbee a suessful negotiator by mastering the concepts, skills, and prtices presented in thistext and applied to real-world cases* Our former students have told us that not only have theylearned and applied these skills themselves, but that negotiating can be fun！

内容概要

本书系“高等院校市场营销教材系列”中的一本。全书共10章，章节经过精心组织，初学者需要学习的谈判理论、技巧和操作方法通过有逻辑、易学的步骤介绍过来。从谈判概述入手，介绍谈判过程、分配谈判、综合谈判、通过力量和说服获得影响力、策略、僵局及非诉讼解决方式。

作者简介

作者：（美国）迈克尔·R*卡雷尔（Michael R*Carrell） （美国）克里斯蒂娜·希弗林（Christina Heavrin）迈克尔·R*卡雷尔Michael R*Carrell，北肯塔基大学商学院院长，非诉讼争端解决（ADR）中心的创会理事。卡雷尔博士先在路易斯维尔大学获得经济学学士学位，继而在该大学获得MBA硕士学位，后来，在肯塔基大学获得了博士学位。进入路易斯维尔大学授课。在他的职业生涯中，曾担任过路易斯维尔的员工指导者和劳资谈判代理人，还代表很多管理层、商业人士和个人进行过谈判。克里斯蒂娜·希弗林(Christina Heavrin)，在斯伯汀大学获得学士学位，在路易斯维尔大学法学院获得法学博士学位，从事了多年公共和私人方面的法律工作，曾服务于利比里亚和赞比亚等西非国家的和平组织。

书籍目录

前言第1章 谈判概述第2章 谈判过程：四阶段第3章 分配谈判第4章 综合谈判第5章 通过力量和说服获得影响力第6章 战略第7章 僵局及非诉讼争议解决方式第8章 谈判中的道德规范、公平和信任第9章 文化和性别对谈判的影响第10章 结束谈判索引

章节摘录

插图：One cultural anthropologist hasstudied cultures around the world and has developed a concept that may be usefulin municating with people from diverse bkgrounds* Edward T* Hall identifiedtwo classic dimensions of culture: high-context and lowcontext* These concepts primarily refer to the way in which information is municated* High-context culturesple value on the context in which the munication takes ple——on body lan-guage, setting, and other cues in the environment in addition to the spoken word*Highcontext cultures use munication for intertion and use informationexchange as a way to establish and maintain a relationship, with only minimal information in the transmitted message itself* Lowcontext cultures are the reverse* Lowcontext munications rely heavily upon the spoken word* External surroundingftors are screened out and objective fts are relied upon for the information gathered* Mt of the information has to be in the transmitted message in order to makeup for what is missing in the context*

编辑推荐

《谈判基础:理论、技巧和实践(英文版)》：高等院校市场营销教材系列

图书封面

图书标签Tags

无

评论、评分、阅读与下载

---

    谈判基础 PDF格式

---