Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and BeyondRandom House Publishing Group, 25 בספט׳ 2007 - 352 עמודים From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius. |
תוכן
1 | |
13 | |
15 | |
Creating Value in Negotiation | 50 |
Investigative Negotiation | 83 |
THE PSYCHOLOGY OF NEGOTIATION | 103 |
When Rationality Fails Biases of the Mind | 105 |
When Rationality Fails Biases of the Heart | 125 |
Confronting Lies and Deception | 196 |
Recognizing and Resolving Ethical Dilemmas | 219 |
Negotiating from a Position of Weakness | 236 |
When Negotiations Get Ugly Dealing with Irrationality Distrust Anger Threats and Ego | 257 |
When Not to Negotiate | 280 |
The Path to Genius | 296 |
Glossary | 305 |
Notes | 311 |
Negotiating Rationally in an Irrational World | 139 |
NEGOTIATING IN THE REAL WORLD | 157 |
Strategies of Influence | 159 |
Blind Spots in Negotiation | 177 |
Acknowledgments | 321 |
325 | |
About the Authors | 341 |
מהדורות אחרות - הצג הכל
מונחים וביטויים נפוצים
accept agent aggressive agree agreement Amos Tversky anchor assessment auction avoid BATNA Bazerman behavior believe better biases Boston Scientific buyer Chapter claiming value clients competitors concessions conflict Connie consider contingency contract cost counterpart create value Daniel Kahneman deal decision Deepak demands discussion dispute effectively escalation escalation of commitment Estate ethical evaluate example executive firm focus genius gotiation Guidant Hamilton Harvard Business School Hollyville interests investigative negotiation irrational leverage licensing fee logrolling lose loss aversion Mahzarin Banaji manager MBA students million Moms.com Nader Negotiation geniuses offer outcome Pareto efficiency party percent perspective players possible potential problem Psychology purchase questions relationship reservation value response revenue salary sell seller share side side's simply situation someone strategy supplier tion trust understand USAir value creation WCHI weak winner's curse ZOPA