談判基礎(chǔ)

前言

Welcome to Negotiating Essentials！ This is an exciting new book that presents, in a unique stu-dent-centered focus, time-tested negotiation concepts, skills, and practices developed bynationally recognized authors, experienced professionals, and the most recent findings of dis-tinguished academic researchers. This book was written in response to faculty who requesteda comprehensive 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, almost everyone has the opportunityto be a successful negotiator——managers, business professionals, engineers, lawyers, teachers,public sector administrators, health care professionals, consumers, parents, and neighbors.That is the reason negotiation courses are found in colleges of business, law, education, engi-neering, psychology, and public administration. This book is designed for those programs.Negotiation situations occur in a person's professional and personal life. In fact, mostpeople are faced with hundreds if not thousands of opportunities to negotiate issues ofimportance to them during their lifetime. Unfortunately, many people choose not to negoti-ate but instead accept 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 possible in the situation before them, or they feel uncomfortable negotiating.They may believe they lack the skills to negotiate successfully. Or they simply detest thenegotiating process and will avoid it at any cost——but they often pay a higher cost for theirlack of negotiating skills.Based on our own combined 60-plus years of negotiating experience, as well as the hun-dreds of years of combined experience of the highly successful professionals who made contri-butions to this book, we are convinced that almost everyone can become an effective negotiator.A considerable amount of scholarly research and classroom teaching shows that one canbecome a successful negotiator by mastering the concepts, skills, and practices 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！

內(nèi)容概要

本書系“高等院校市場營銷教材系列”中的一本。全書共10章，章節(jié)經(jīng)過精心組織，初學(xué)者需要學(xué)習(xí)的談判理論、技巧和操作方法通過有邏輯、易學(xué)的步驟介紹過來。從談判概述入手，介紹談判過程、分配談判、綜合談判、通過力量和說服獲得影響力、策略、僵局及非訴訟解決方式。

作者簡介

作者：（美國）邁克爾·R.卡雷爾（Michael R.Carrell） （美國）克里斯蒂娜·希弗林（Christina Heavrin）邁克爾·R.卡雷爾Michael R.Carrell，北肯塔基大學(xué)商學(xué)院院長，非訴訟爭端解決（ADR）中心的創(chuàng)會理事。卡雷爾博士先在路易斯維爾大學(xué)獲得經(jīng)濟(jì)學(xué)學(xué)士學(xué)位，繼而在該大學(xué)獲得MBA碩士學(xué)位，后來，在肯塔基大學(xué)獲得了博士學(xué)位。進(jìn)入路易斯維爾大學(xué)授課。在他的職業(yè)生涯中，曾擔(dān)任過路易斯維爾的員工指導(dǎo)者和勞資談判代理人，還代表很多管理層、商業(yè)人士和個(gè)人進(jìn)行過談判?？死锼沟倌取は８チ?Christina Heavrin)，在斯伯汀大學(xué)獲得學(xué)士學(xué)位，在路易斯維爾大學(xué)法學(xué)院獲得法學(xué)博士學(xué)位，從事了多年公共和私人方面的法律工作，曾服務(wù)于利比里亞和贊比亞等西非國家的和平組織。

書籍目錄

前言第1章 談判概述第2章 談判過程：四階段第3章 分配談判第4章 綜合談判第5章 通過力量和說服獲得影響力第6章 戰(zhàn)略第7章 僵局及非訴訟爭議解決方式第8章 談判中的道德規(guī)范、公平和信任第9章 文化和性別對談判的影響第10章 結(jié)束談判索引

章節(jié)摘錄

插圖：One cultural anthropologist hasstudied cultures around the world and has developed a concept that may be usefulin communicating with people from diverse backgrounds. Edward T. Hall identifiedtwo classic dimensions of culture: high-context and lowcontext. These concepts primarily refer to the way in which information is communicated. High-context culturesplace value on the context in which the communication takes place——on body lan-guage, setting, and other cues in the environment in addition to the spoken word.Highcontext cultures use communication for interaction 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 communications rely heavily upon the spoken word. External surroundingfactors are screened out and objective facts are relied upon for the information gathered. Most of the information has to be in the transmitted message in order to makeup for what is missing in the context.

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《談判基礎(chǔ):理論、技巧和實(shí)踐(英文版)》：高等院校市場營銷教材系列

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