• 今日66折
  • 天天BUY
Negotiation: Readings, Exercises, and Cases(7版)

Negotiation: Readings, Exercises, and Cases(7版)

  • 定價:1150
  • 優惠價:951093
  • 運送方式:
  • 臺灣與離島
  • 海外
  • 可配送點:台灣、蘭嶼、綠島、澎湖、金門、馬祖
  • 可取貨點:台灣、蘭嶼、綠島、澎湖、金門、馬祖
載入中...
 

內容簡介

  1. Paralleling the change in the companion textbook, Negotiation, 7th edition, the readings on the topics of ethics were moved into Section 1. This change was implemented to strengthen the importance of ethics as a core topic in negotiator training and education.

  2. Readings from magazines and applied management journals have been selected because of their emphasis on conflict, the negotiation process, or the psychological and sociological dynamics that are related to negotiation. Either as stand-alone assignments or combined with the textbook, the readings offer a rich variety of perspectives, insights, and case examples of negotiation and conflict management processes in social interaction.
 

作者介紹

作者簡介

Roy Lewicki


  現職:Ohio State University

Bruce Barry

  現職:Vanderbilt University

David Saunders

  現職:Queens University
 

目錄

READING
I:Negotiation Fundamentals

1 Three Approaches to Resolving Disputs Interests, Rights, and Power
2 Selecting a Strategy
3 Balancing Act How to Manage Negotiation Tensions
4 The Negotiation Checklist
5 Effective Negotiating Techniques
6 Closing Your Business Negotiations
7 Defusing the Exploding Offer The Farpoint Gambit
8 Implementing a Collaborative Strategy
9 Solve Joint Problems to Create and Claim Value
10 The Walk in the Woods A Step-by-Step Method for Facilitating Interest-Based Negotiation and Conflict Resolution
11 Negotiating with Liars
12 Negotiation Ethics
13 hree Schools of Bargaining Ethics

II: Negotiation Subprocesses
1 Negotiating Rationally The Power and Impact of the Negotiator’s Frame
2 Managers and Their Not-So Rational Decisions
3 Untapped Power Emotions in Negotiation
4 Negotiating with Emotion
5 Negotiating Under the Influence Emotional Hangovers Distort Your Judgment and Lead to Bad Decisions
6 Staying with No
7 Negotiation via (the New) E-mail
8 Where Does Power Come From?
9 Harnessing the Science of Persuasion
10 The Six Channels of Persuasion
11 A Painful Close

III:Negotiation Contexts
1 Staying in the Game or Changing It An Analysis of Moves and Turns in Negotiation
2 Bargaining in the Shadow of the Tribe
3 Create Accountability, Improve Negotiations
4 The Fine Art of Making Concessions
5 The High Cost of Low Trust
6 Consequences of Principal and Agent
7 The Tension between Principals and Agents
8 When a Contract Isn’t Enough How to Be Sure Your Agent Gets You the Best Deal
9 This Is Not a Game Top Sports Agents Share Their Negotiating Secrets
10 Can’t Beat Them? Then Join a Coalition
11 Building and Maintaining Coalitions and Allegiances throughout Negotiations
12 How to Manage Your Negotiating Team

IV:Individual Differences
1 Women Don’t Ask
2 Become a Master Negotiator
3 Should You Be a Negotiator?

V:Negotiation across Cultures
1 Culture and Negotiation
2 Intercultural Negotiation in International Business
3 American Strengths and Weaknesses

VI:Resolving Differences
1 Doing Things Collaboratively Realizing the Advantage or Succumbing to Inertia?
2 Don’t Like Surprises? Hedge Your Bets with Contingent Agreements
3 Extreme Negotiations
4 Taking the Stress Out of Stressful Conversations
5 Renegotiating Existing Agreements How to Deal with “Life Struggling against Form”
6 How to Handle “Extreme” Negotiations with Suppliers
7 When and How to Use Third-Party Help
8 Investigative Negotiation

VII:Summary
1 Best Practices in Negotiation
2 Getting Past Yes Negotiating as if Implementation Mattered
3 The Four Pillars of Effective Negotiation
4 Seven Strategies for Negotiating Success
5 Six Habits of Merely Effective Negotiators
 

詳細資料

  • ISBN:9789814577281
  • 叢書系列:談判
  • 規格:平裝 / 736頁 / 普通級 / 單色印刷 / 7版
  • 出版地:台灣

最近瀏覽商品

 

相關活動

  • 高階簡明策略書,頂級諮詢顧問分享企業家們需要的增長─《增長的策略地圖》
 

購物說明

若您具有法人身份為常態性且大量購書者,或有特殊作業需求,建議您可洽詢「企業採購」。 

退換貨說明 

會員所購買的商品均享有到貨十天的猶豫期(含例假日)。退回之商品必須於猶豫期內寄回。 

辦理退換貨時,商品必須是全新狀態與完整包裝(請注意保持商品本體、配件、贈品、保證書、原廠包裝及所有附隨文件或資料的完整性,切勿缺漏任何配件或損毀原廠外盒)。退回商品無法回復原狀者,恐將影響退貨權益或需負擔部分費用。 

訂購本商品前請務必詳閱商品退換貨原則 

  • 春光全書系
  • 練情商

訂閱電子報

想獲得最新商品資訊,請訂閱免費電子報