商务谈判 英文版 第5版PDF格式文档图书下载
Part Ⅰ Essentials of Negotiation 1
Chapter 1 NEGOTIATION:THE MIND AND THE HEART 1
Negotiation:Definition and Scope 2
Negotiation as a Core Management Competency 2
Most People Are Ineffective Negotiators 4
Negotiation Traps 4
Why People Are Ineffective Negotiators 5
Debunking Negotiation Myths 6
Learning Objectives 8
The Mind and Heart 8
Chapter 2 PREPARATION:WHAT TO DO BEFORE NEGOTIATION 10
Self-Assessment 11
Sizing Up the Other Party 21
Situation Assessment 22
Conclusion 29
Chapter 3 DISTRIBUTIVE NEGOTIATION:SLICING THE PIE 33
The Bargain ing Zone 34
Pie-Slicing Strategies 36
The Most Common ly Asked Questions 42
Saving Face 44
The Power of Fairness 45
Wise Pie-Slicing 55
Conclusion 56
Chapter 4 WIN-WIN NEGOTIATION:EXPANDING THE PIE 60
What Is Win-Win Negotiation? 60
Telltale Signs of Win-Win Potential 61
A Pyramid Model 62
Most Common Pie-Expanding Errors 63
Strategies That Do Not Really Work 64
Effective Pie-Expanding Strategies 65
A Strategic Framework for Reaching Integrative Agreements 75
Do Not Forget About Claiming 77
Conclusion 77
Part Ⅱ Advanced Negotiation Skills 80
Chapter 5 DEVELOPING A NEGOTIATING STYLE 80
Motivational Orientation 81
Interests,Rights,and Power Model of Disputing 88
Emotions and Emotional Knowledge 98
Conclusion 104
Chapter 6 ESTABLISHING TRUST AND BUILDING A RELATIONSHIP 109
The People Side of Win-Win 109
Trust as the Bedrock of Relationships 111
Reputation 121
Relationships in Negotiation 123
Conclusion 129
Chapter 7 POWER,PERSUASION,AND ETHICS 133
Your BATNA Is Your Most Important Source of Power in Negotiation 134
Sources of Power 135
Analyzing Your Power 135
Persuasion Tactics 135
Negotiation Ethics 145
Conclusion 152
Chapter 8 CREATIVITY AND PROBLEM SOLVING IN NEGOTIATIONS 156
Creativity in Negotiation 156
What Is Your Mental Model ofNegotiation? 157
Creative Negotiation Agreements 162
Threats to Effective Problem Solving and Creativity 166
Creative Negotiation Strategies 173
Conclusion 181
PartⅢ Applications and Special Scenarios 188
Chapter 9 MULTIPLE PARTIES,COALITIONS,AND TEAMS 188
Analyzing Multiparty Negotiations 189
Coalitions 196
Principal-Agent Negotiations 201
Constituent Relationships 205
Team Negotiation 207
Intergroup Negotiation 210
Conclusion 214
Chapter 10 CROSS-CULTURAL NEGOTIATION 221
Learning About Cultures 222
Cultural Values and Negotiation Norms 223
Key Challenges of Intercultural Negotiation 235
Predictors of Success in Intercultural Interactions 240
Advice for Cross-Cultural Negotiations 241
Conclusion 245
Chapter 11 TACIT NEGOTIATIONS AND SOCIAL DILEMMAS 250
Business as a Social Dilemma 251
The Prisoner's Dilemma 252
Social Dilemmas 257
Escalation of Commitment 269
Conclusion 272
Chapter 12 NEGOTIATING VIA INFORMATION TECHNOLOGY 275
Place-Time Model of Social Interaction 276
Information Technology and Its Effects on Social Behavior 282
Strategies for Enhancing Technology-Mediated Negotiations 285
Conclusion 287
Appendix 1 ARE YOU A RATIONAL PERSON?CHECK YOURSELF 290
Why Is It Important to Be Rational? 290
Individual Decision Making 290
Game Theoretic Rationality 303
Appendix 2 NONVERBAL COMMUNICATION AND LIE DETECTION 309
What Are We Looking for in Nonverbal Communication? 309
Detecting Deception 311
Appendix 3 THIRD-PARTY INTERVENTION 318
Common Third-Party Roles 318
Key Choice Points in Third-Party Intervention 319
Challenges Facing Third Parties 321
Strategies for Enhancing Effectiveness of Third-Party Intervention 323
Appendix 4 NEGOTIATING A JOB OFFER 326
Preparation 326
In Vivo:During the Negotiation Itself 328
Post-Offer:You Have the Offer,Now What? 331
- 《国际商务谈判 英文版》(澳)Robert March著 2009
- 《国际商务谈判 英文版》刘园,姜和主编 2013
- 《国际商务谈判 英文》(美)杰弗雷·埃德芒德·卡里(Jeffrey Edmund Curry)著 2000
- 《国际商务谈判 英文版》塞利奇著 2013
- 《国际商务经典教材 国际商务谈判 原理与实务 英文版》巴里·莫德著 2017
- 《商务谈判 英文版 第5版》利·L·汤普森著;王健改编 2013
- 《国际商务谈判 英文》黄伟,钱莉主编 2012
- 《国际商务谈判 理论、案例分析与实践 英文版》白远著 2015
- 《国际商务谈判 英文版 第2版》刘园,刘鑫爽,王健,彭翱编 2017
- 《商务英文函电与谈判》王晓冬,孙丹,左辉主编 2013
- 《商务谈判 英文版 第5版》利·L·汤普森著;王健改编 2013
- 《商务谈判》利·L·汤普森著;赵欣译;王健审校 2013
- 《汤普森谈判学 英文影印版》(美)利·L·汤普森著 2010
- 《国际商务谈判 第6版》利·汤普森著 2019
- 《创建团队 原书第2版》(美)利·汤普森(Leigh L. Thompson)著;方海萍等译 2007
- 《谈判者心智 第2版》(美)利·L. 汤普森(Leigh L. Thompson)著;于君等译 2005
- 《信息技术与管理 第2版》(美)罗纳德·L.汤普森(Ronald L.Thompson),(美)威廉·L.凯茨巴里尔(William L.Cats-Baril)著;陈丽华等译 2006
- 《愿景领导》(英)约翰·L.汤普森著= John L.Thompson 2003
- 《世界经典动物名著 狼王传》(加)欧内斯特·汤普森·西顿著;张凌云改编;张茜绘 2016
- 《教会学生阅读 方法篇》(美)莎朗·沃恩,希尔维亚·L·汤普森著 2008
- 《最高人民法院新闻发布会实录 2012=records of supreme people's court press conferences 2012》 2222
- 《THE GOVERNMENT/PRESS CONNECTION PRESS OFFICERS AND THEIR OFFICES》STEPHEN HESS 1984
- 《中华人民共和国国家标准 GB/T16623-1996 压配式实心轮胎=Pressed-on solid tyres》 2222
- 《PRESS》POLITICS & PUBLIC OPINION IN BIHAR 1912-1947 2010
- 《Press law》Robin Callender Smith. 1978
- 《SUING THE PRESS》RODNEY A.SMOLLA 1986
- 《中华人民共和国国家标准 GB/T16622-1996 压配式实心轮胎系列=Series of pressed-on solid tyres》 2222
- 《THE PRESS AND AMERICA》 2222
- 《FREEDOM OF THE PRESS》ERIC BARENDT 2009
- 《FREEDOM OF THE PRESS》ROB EDELMAN 2006