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| Mentor's Message: Negotiating Skills Will Help Your Career Negotiating Outcomes: The Basics Types of negotiations Distributive negotiation Integrative negotiation The negotiator's dilemma Multiphase and Multiparty Negotiations Multiphase negotiations Multiparty negotiations Four Key Concepts BATNA: The best alternative to a negotiated agreement The reservation price ZOPA: The zone of possible agreement Value creation through trades Nine Steps to a Deal Step 1: Determine satisfactory outcomes Step 2: Identify opportunities to create value Step 3: Identify your BATNA and reservation price Step 4: Improve your BATNA Step 5: Determine who has authority Step 6: Study the other side Step 7: Prepare for flexibility in the process Step 8: Gather objective criteria to establish fairness Step 9: Alter the process in your favor Negotiation Tactics Tactics for getting off to a good start Tactics for distributive negotiations Tactics for integrative negotiations Framing the solution Continual evaluation Barriers to Agreement Die-hard bargainers Lack of trust Potential saboteurs Differences in gender and culture Communication problems Cognitive Traps IrrationaI escalation Partisan perception Unreasonable expectations Overconfidence Unchecked emotions The Skills of Effective Negotiators Tips and Tools Tools for Negotiating Outcomes Test Yourself Frequently Asked Questions Key Terms To Learn More Sources for Negotiating Outcomes Notes |
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