| 本书在强调谈判的艺术性的同时，也强调谈判的科学性，在进行大量具体事例与案例讨论的同时，兼顾理论深度，按照“知识+实践+反馈→技能”的框架展开写作内容。书中所罗列的理论知识，一方面来自于作者对大量谈判事例与实例的总结与归纳，另一方面来自于对国内外研究进展的分析与追踪。 |
| CONTENTS(目? 录) Chapter 1 Negotiation Motives and Key Termi nology (谈判动机与关键词语) Negotiation (谈判) Conflicts (冲突) Stakes (利益) Case Study:MATSUSHITA ELECTRIC CORPORATION（案例研究：松下电器公司) Chapter 2 Negotiation Procedure and Structure? (谈判程序与结构) Negotiation Procedure (谈判程序) General Structure of Negotiations (一般结构) Structure of Business Negotiations (商务谈判结构) Case Study:SINOUS NEGOTIATION ON INTELLECTUALPROPERTY RIGHT (案例研究：中美知识产权谈判) Chapter 3 Negotiation Lubrication (谈判润滑剂) Target Decision (设定谈判目标) Collecting Information (收集情报) Staffing Negotiation Teams (组建谈判小组) Choice of Negotiation Venues (选择谈判地点) Simulation: SILK SELLING (模拟谈判:丝绸销售) Chapter 4 Winwin Concept (双赢理念) Traditional Concept (传统理念) Winwin Concept (双赢理念) Simulation: HOTEL SELLING? (模拟谈判:旅馆销售) Chapter 5 Collaborative Principled? Negotiation (合作原则谈判法） Separate the People from the Problem (对事不对人) Focus on Interests Not Positions (针对利益而非立场) |
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