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Jingdong book

沃顿商学院超具人气的沟通谈判课

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沃顿商学院超具人气的沟通谈判课

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Content Description

围绕如何开创自己的事业这个主题,将创业的智慧和理念本土化,落实创业思维和方法,集全球创业成功案例,让读者从书中的创业智慧中得到启发,并借助本书提供的一些列创业管理工具,给想创业和正在创业路上的人提供有力量的帮助!

Author Description

韩布伟,知名时评人,81后畅销书作家,担任主编、企业特聘战略型导师等。对哈佛大学、沃顿商学院、斯坦福大学、耶鲁大学、伦敦大学等国外名校的特色课程做过深入研究,结合教授、学者、杰出校友的亲身经历,以探求商业思维、创业、沟通谈判、管理、理财的本质。
Catalogue

上篇 沟通谈判的逻辑思维
第一章
让人脑洞大开的沟通谈判逻辑思维 / 2
一、逻辑金字塔 / 3
二、MECE 分析法 / 7
三、SCQA 分析法 / 8
第二章
如何训练沟通谈判逻辑思维 / 11
一、剔除思考和表达的枝蔓 / 12
二、提高思维的深度和缜密度 / 14
中篇? 沟通谈判理论
第三章
沟通谈判中的博弈理论 / 18
(一)合作博弈 / 非合作博弈 / 19
(二)完全信息 / 不完全信息博弈 / 22
(三)静态博弈 / 动态博弈 / 25
(四)沃顿商学院经典案例 / 29
一、博弈论(Game Theory) / 19
二、博弈要素 / 32
(一)有决策权的参与者 / 33
(二)策略 / 35
(三)得失 / 41
(四)博弈均衡 / 45
(五)沃顿商学院经典案例 / 50
三、博弈理论 / 56
(一)零和博弈(Zero-sum game) / 56
(二)囚徒困境(Prisoner’s dilemma) / 59
(三)智猪博弈(Pigs’ payoffs) / 65
(四)绅士与美女 / 69
(五)纳什定理 / 71
(六)沃顿商学院经典案例 / 76
第四章
沟通谈判需要理论 / 80
一、生理 / 82
二、安全 / 86
三、情感和归属 / 89
四、尊重 / 92
五、自我实现 / 97
六、沃顿商学院经典案例 / 100
第五章
沟通谈判“三方针”理论 / 104
一、谋求一致 / 105
二、皆大欢喜 / 108
三、以战取胜 / 111
四、经典案例:沃尔玛与客户的“让利”沟通谈判 / 114
五、日常的生活也有沟通谈判 / 117
第六章
沟通谈判原则理论 / 121
一、区别 / 122
二、利益 / 125
三、选择 / 127
四、标准 / 130
五、经典案例:苹果手机为什么不降价 / 132
六、为什么价格不可以一降再降 / 135
下篇? 沟通谈判实战策略
第七章
听商学院戴蒙德教授讲信息收集 / 140
一、信息源 / 141
二、原始信息 / 144
三、加工信息 / 147
四、沃顿商学院经典案例 / 149
第八章
听巴菲特讲初期沟通谈判策略 / 153
一、出价策略 / 154
二、遛马策略 / 157
三、折中策略 / 160
四、钳子策略 / 162
五、沃顿商学院经典案例 / 164
第九章
听唐纳德 ? 特朗普讲攻心策略 / 167
一、收益与损失 / 168
二、极端与温和 / 170
三、解释与事实 / 173
四、付出与回报 / 175
五、沃顿商学院经典案例 / 178
第十章
听商学授戴蒙德教授讲施压策略 / 180
一、时间施压 / 181
二、信息施压 / 183
三、态度施压 / 186
四、底线施压 / 188
五、沃顿商学院经典案例 / 190
第十一章
听沟通谈判专家罗杰 ? 道森讲劣势突围策略 / 193
一、引入中立的第三方 / 194
二、“黑脸”和“白脸”通力合作 / 198
三、选择蚕食策略 / 200
四、发挥具体优势 / 202
五、沃顿商学院经典案例 / 205

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Brand Jingdong book
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