| 本书对于那些接受短期培训的管理者、MBA，以及想迅速了解这一问题核心内容的教师和学生来说，都不失为极具价值的参考书。它还可以作为管理人员的藏书，以及那些有抱负的管理人员完善自己知识和技能的参考资料。 |
| JEAN M. HILTROP is currently Professor of Human Resource Management at the International Institute for Management Develop- ment (IMD) in Switzerland. He received his PhD in Psychology from Tufts University in the US and an MBA from the Management Centre of the University of Bradford in England. He has been involved in executive education for many years and has been appointed as a Professor and Director of the MBA programme at the Department .. << 查看详细 |
| introduction 1 why are people afraid of negotiating? 2 what is the aim of this book? 3 how the book is organized 3 how to use the book 4 1 key principles and mistakes 1 basic prindples, 8 common negotiating mistakes l0 review questions 17 2 managing the negotiation process 17 step 1: preparing for negotiation lt step 2: developing a strategy 23 step 3: getting started 33 step 4: building understanding 35 step 5: bargaining 47 step 6: closing 51 review questions. case study: the temperamental talent 52 3' negotiating within groups 58 organizing successful meetings 59 .communicating with impact 61 looking for creative solutions 64 achieving consensus 69 review questions 71 case study: mawdesley electronics company 7l 4 negotiating between groups 79 teamwork 80 forming coalitions 82 building integrative agreements 85 review questions 89 case study: international computer systems 90 5 negotiating among cultures 95 understanding different cultures 96 adopting culture-specific strategies l07 review questions ll0 case study: borg-warner chemicals 111 6 toolbox 119 guidelines for preparing your negotiation ll9 key questions in developing your strategy l20 guidelines for opening the negotiation l2l guidelines for building understanding 12l guidelines for managing your concession making' l22 guidelines for breaking deadlocks l23 guidelines for improved problem solving 124 guidelines to facilitate movement towards agreement l24 guidelines for closing the negotiation 125 check-list for reviewing the negotiation 125 bibliography 127 appendix 129 index 167 |
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