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管理教材译丛:商务谈判(原书第5版)

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管理教材译丛:商务谈判(原书第5版)

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现实生活中,谈判无处不在。谈判能力是一种可以横向和纵向发展自己的能力,对于这种能力,不仅可以通过积累社会经验来获得,也必须有一定的理性认识做基础。《管理教材译丛:商务谈判(原书第5版)》采用循序渐进、图形和案例相结合的方法,对谈判的基本原理、过程、框架、谈判者的特征、跨文化的谈判过程以及冲突的解决等问题进行了透彻的阐述。
《管理教材译丛:商务谈判(原书第5版)》的适用人群很广泛,包括高等院校工商管理专业和贸易类专业师生、企业中高层管理者、商业人士、政府官员和行政管理人员,以及希望提高自己谈判能力的各界人士。
Author Description

罗伊 J. 列维奇(Roy J.Lewicki),美国俄亥俄州立大学费雪商学院院长,管理学和人力资源教授。曾主持和编辑32部著作,并发表了大量的学术论文。列维奇教授曾担任国际冲突管理协会主席,以其在谈判和冲突解决教学领域所做出的贡献而荣膺组织行为教育学会授予的第1届戴维·布拉德福杰出教育奖。 戴维 M.桑德斯(David M.Saunders),加拿大皇后大学商学院院长,自2003年加入皇后大学后开始引领学校走向国际化,开设了两项独立的MBA项目和一系列硕士课程,加强了与欧洲、亚洲和南美洲顶尖商学院的网络联系。与人合著了若干有关谈判、冲突解决以及反映员工心声和组织公平方面的著作和文献。桑德斯教授目前是中欧国际商学院以及欧洲管理发展基金会的董事会成员。 布鲁斯·巴里(Bruce Barry),美国范德堡大学管理学和社会学教授,其关于谈判学、影响力、权力与公平的研究发表在大量的学术期刊和书籍上。巴里教授曾担任国际冲突管理协会主席和国际冲突管理学院管理系主任。 程德俊,人力资源管理系副教授,1998年获电子科技大学工学学士学位,2001年和2004年于南京大学商学院分别获得企业管理硕士和博士学位。美国康奈尔大学工业与劳动关系学院访问学者(2008年9月~2009年8月),南京大学人文社会科学高级研究院驻院学者(2011年9月~2012年8月)。曾参加美国哈佛商学院以参与者为中心的教学方法师资培训项目。现为美国管理学学会会员,中国管理研究国际学会会员,《南开管理评论》、《管理学报》、《南方经济》等杂志匿名审稿人。曾在《管理世界》、《中国工业经济》、《南开管理评论》等权威期刊上发表20余篇论文。主要从事高绩效人力资源系统、谈判与冲突管理、组织中权力与影响等领域的研究和教学工作。目前正主持国家自然科学基金、教育部人文社会科学研究基金和南京大学人文社会科学重点研究基地课题各一项。
Catalogue

译者序
作者简介
译者简介
前言
致谢
第1章 谈判的本质
学习目标
1.1 关于本书的阐述形式和方法
1.2 卡特夫妇
1.3 谈判情境的特征
1.4 互赖关系
1.5 相互调整
1.6 价值索取和价值创造
1.7 冲突
1.8 有效的冲突管理
1.9 本书各章概要
注释

第2章 分配式谈判的战略和战术
学习目标
2.1 分配式谈判情境
2.2 战略性任务
2.3 谈判中所持立场
2.4 承诺
2.5 结束谈判
2.6 硬式棒球法
本章小结
注释

第3章 整合式谈判的战略和战术
学习目标
3.1 整合式谈判的重要性
3.2 整合式谈判过程的概述
3.3 整合式谈判的主要步骤
3.4 促成整合式谈判成功的因素
本章小结
注释

第4章 谈判战略和制订谈判计划
学习目标
4.1 目标:制定谈判战略的依据和核心
4.2 战略:实现目标的总体计划
4.3 理解谈判流程:谈判的各个阶段
4.4 战略实施准备:计划过程
本章小结
注释

第5章 感知、认知与情绪
学习目标
5.1 感知
5.2 框架的确定
5.3 谈判中的认知偏差
5.4 管理谈判中的错误感知和认知偏差
5.5 情绪、情感与谈判
本章小结
注释

第6章 沟通
学习目标
6.1 谈判中沟通些什么
6.2 人们在谈判中如何沟通
6.3 如何改善谈判中的沟通
6.4 考虑谈判结束阶段的特别沟通
本章小结
注释

第7章 发现和运用权力
学习目标
7.1 为什么权力对谈判者如此重要
7.2 权力的定义
7.3 权力的来源:人们如何获取权力
7.4 与权力较强的一方谈判
本章小结
注释

第8章 谈判中的伦理问题
学习目标
8.1 伦理困境实例
8.2 "伦理"的含义及其在谈判中的重要性
8.3 谈判中会出现何种伦理行为问题
8.4 为何要使用欺骗策略:动机和效果
8.5 谈判者如何应对对方的欺骗策略
本章小结
注释

第9章 谈判中的关系
学习目标
9.1 已有谈判研究在关系情景下的适用性
9.2 管理关系谈判的关键要素
本章小结
注释

第10章 多方谈判与团队谈判
学习目标
10.1 多方谈判的本质
10.2 管理多方谈判
本章小结
注释

第11章 国际谈判与跨文化谈判
学习目标
11.1 国际谈判:艺术性和科学性
11.2 究竟是什么令国际谈判如此不同
11.3 概念化文化与谈判
11.4 文化对谈判活动的影响:管理角度
11.5 文化敏感度高的谈判策略
本章小结
注释

第12章 谈判中的最佳实践
学习目标
12.1 准备充分
12.2 对谈判的基本结构进行分析
12.3 研究最佳替代方案
12.4 随时准备中止谈判
12.5 抓住谈判的主要矛盾
12.6 牢记无形因素的存在
12.7 积极管理联盟
12.8 享用并维护声誉
12.9 牢记理性与公正是相对的
12.1 0不断吸取经验教训
参考文献
Book Abstract

最后,谈判者需要确保自己对最佳替代方案的清晰认识。拥有多个替代方案固然是好事,但是事实上只有最佳替代方案才能对终止交易带来影响。理解最佳替代方案并且使之强大能给谈判者在现在的谈判中带来更多的力量,因为最佳替代方案意味着当交易不能达成时谈判者会有什么选择。拥有强大替代方案的谈判者在谈判过程中有更强的谈判力,因而能获得更好的谈判结果。2.1.2成交点 分配式谈判的基本过程是在正的谈判区域中达成协议。双方的目标都是在这个区域中获得尽可能多的利益,即让结果尽可能地接近对方的底线。在分配式谈判中,双方都知道谈判结果可能比期望的目标点要差,但是他们希望结果能比他们的底线要好。对即将达成的协议,谈判各方必须相信这个结果尽管比他们的预期要差,但已经是他们所能达到的最好结果了。这个信念很重要,不管是对达成协议还是达成协议之后的继续支持。认为自己没有取得最好的结果,或是认为在协议中吃亏的谈判者,也许会在今后试图毁约或是找到弥补损失的办法。如果杰克森认为自己在交易中吃亏了,他可能会在日后提出其他的抱怨,比如房屋存在潜在危险或是配套设备不完善等。另一个影响交易双方满意度的因素是双方今后是否还会见面。如果索菲亚将要搬离这个地区,那么杰克森今后就无法找到她对协议进行调整,因此他需要对现行交易谨慎评估(这条建议在任何情境下都适用,此类情况尤其要注意)。2.1.3谈判组合 在上述房屋交易案例中,需要对下述几项问题达成一致:价格、交易截止期、房屋的重新装修和房屋中剩余物品的价格(比如家电和窗帘等)。这些问题的谈判构成了谈判组合。组合中的每一项都有自己的初始点、目标点和底线。有些项目对谈判双方都至关重要;有些仅对一方来说很重要。谈判者需要知道哪些对自己来说很重要,哪些对对方来说很重要,在计划中需要优先考虑这些因素。谈判计划的详尽讨论见第4章。例如,在房屋买卖中,双方关注的次重点问题是交付日期——房屋产权实际转移的日期。交付期是谈判组合中的一项内容。杰克森知道索菲亚的新房即将完工,她希望在完工后不久内完成房屋转移权的手续。杰克森提出了非常接近于完工日期的交付期,这对索菲亚来说是很具吸引力的。结果是,杰克森原来住所的到期日和这个日期也非常接近,因此双方都对这项交易很满意。如果双方期望的交付期不同,那么关于交付期的谈判会成为谈判组合中一个很大的问题(尽管杰克森可以提前交付期,但是他本可以与索菲亚达成更好的协议)。当谈判组合规模变大的时候,谈判者对于不同问题的解决偏好不尽相同,存在更多的协调机会。当这种情况发生时,整合式谈判的战略和战术也许更为适用,这些内容将在第3章进行详细的讨论。

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