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谈判天下：如何通过谈判获得你想要的一切

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Jingdong book

谈判天下：如何通过谈判获得你想要的一切

Name: 谈判天下：如何通过谈判获得你想要的一切
Brand: Jingdong book
SKU: 3112004441
Price: 18.07 USD
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自1980年以来，v被翻译成21种文字，被誉为世界上谈判读本。
谈判事实上贯穿了你生活的全部细节，你所面对的现实世界其实就是一个巨大的谈判桌，不管喜欢与否，你都是局中人。作为社会中的一个个体，你难免和别人或组织发生冲突。如何处理同他人以及社会其他组织之间的关系甚至是冲突，不仅决定你是否能够摘取成功的桂冠，而且还决定着你能否过上充实、惬意并让你感到满足的生活。

Content Description

《谈判天下：如何通过谈判获得你想要的一切》是一本单刀直入、简单明了的指导书，帮你不管是应对上司、生意伙伴、信用卡，还是应对孩子、朋友甚至你自己，都能成功地通过谈判达成你的目的。
《谈判天下：如何通过谈判获得你想要的一切》由世界一流谈判专家带你入门。让你发现谈判是可以掌握和预料的，更是可以学习和改善的。正如作者所言：能力是基于领悟力的，如果你认为你能行，那你就一定能行。只要耐心、亲力亲为、消息灵通，那么你便能成功地谈成任何事。
《谈判天下：如何通过谈判获得你想要的一切》由美国著名谈判专家赫布·科恩集30年的成功谈判经验著述而成，书中有详细的指导、生动而真实的案例及实用的建议，为您提供了走向成功所需要的信息财富和动力源泉。

Author Description

赫布·科恩，美国最著名的谈判专家，在其30年的谈判实战中，经历了众多世界著名的历史事件，包括伊朗人质事件、海湾战争、日本驻秘鲁大使馆被占事件、中东和谈等。他是前美国总统的反恐谈判顾问，长期在联邦调查局、中情局和美国司法部门担任参谋，并多次受白宫嘉奖。此外，他的客户还包括政经名人、高级管理人员、体育界和演艺界代理人以及众多的世界知名企业等。《纽约时报》、《人物周刊》、《经济人报》、《新闻周刊》及《纽约客》等世界一流媒体争相报道他的分析透视，并称其为“世界上最杰出的谈判专家、美国首席集会演说家”。目前，科恩与家人居住在纽约。

Catalogue

译者序
致谢
第一部分你也可以谈判
第1章谈判是什么
1.1 我们究竟需要什么
1.2 什么是谈判
1.3 谈判中的决定性因素
第2章事事皆可谈
2.1 谈判并不困难
2.2 你是否真的需要进行谈判了
第3章全力以赴
3.1 着力营造环境
3.2 在需求上做文章
3.3 在特价销售上做文章
3.4 “有瑕疵”
3.5 迂回战术
3.6 如果……怎么办
3.7 让谈判的另一方投入精力
3.8 吹毛求疵
3.9 帮助我
3.10 以拙胜巧
3.11 装作不明白
3.12 善用最后通牒
第二部分谈判的三个要素
第4章力量
4.1 竞争的力量
4.2 法定的力量
4.3 冒险的力量
4.4 认同的力量
4.5 专家的力量
4.6 满足对方的力量
4.7 投入的力量
4.8 害怕你和有求于你的力量
4.9 被肯定的力量
4.10 伦理道德的力量
4.11 惯例的力量
4.12 坚持不懈的力量
4.13 说明的力量
4.14 情绪的力量
第5章时间
5.1 不要理会时间期限
5.2 有关时间的普遍原理
第6章信息
6.1 做好充分的信息准备
6.2 如何收集信息
第三部分谈判的方式
第7章满足自我，不惜一切代价——苏联方式
7.1 开始发难
7.2 有限权利
7.3 演绎情绪
7.4 步步紧逼
7.5 一毛不拔
7.6 漠视期限
第8章着眼对方，相互满足——双赢谈判
8.1 借助过程来满足要求
8.2 协调彼此的需求
8.3 冲突
第9章教给你更多的双赢技巧
9.1 建立互信
9.2 获得承话
9.3 认清你的对手
9.4 折衷的策略
第四部分谈判无处不在
第10章电话谈判与协议备忘录
10.1 电话谈判的主要特点
10.2 如何通过电话获得成功
第11章不断提高层次
第12章亲自争取

Book Abstract

谈判是什么
你所面对的现实世界其实就是一个巨大的谈判桌，不管喜欢与否，你都是局中人。作为社会中的一个个体，你难免和别人发生冲突，比如家人、业务员、竞争者等等，还可能会遇到具有“创业者”或是“权力核心分子”这样吓人头衔的人物。如何处理同他人以及社会其他组织之间的关系甚至是冲突，不仅决定你是否能够摘取成功的桂冠，而且还决定着你能否过上充实、惬意并让你感到满足的生活。谈判是一块需要用知识和勤奋来经营的土地，其目的在于从那些你所需要的人之中得到帮助，竭其所能地去获取他人的好感，并从他人手中得到我们所要的东西，道理就是这么简单。

1．1我们究竟需要什么如果您留意的话，您就会发现原来我们需要的东西真是多种多样、五花八门。比如说名誉、自由、金钱、公正、地位、爱情、安全以及赏识等等都是我们的追求。我们还注意到，生活中有一部分人总是比其他人更清楚地知道如何才能得到他们想要的东西。而你，即将成为这些人中的一员。人们传统的思维方式总是认为，成功总是钟情于那些受过良好教育、拥有巨大才干以及做出突出贡献的人。但是残酷的现实总是使那些持有这种观点、努力工作并希冀到达成功彼岸的人大失所望。 “成功者”这个头衔似乎总是垂青那些既有才干又有“谈判”能力的人，谈判往往能够让他们得到想要的东西。生活的现实要求真正的“赢家”除了具备竞争力之外，更要具备谈判能力。

……

Introduction

释手厚厚的译稿清样于桌案之上，我以超乎平常的思绪斗胆落笔草就这本谈判名著的书序。
说超乎平常的思绪是有原因的。一是因为赫布·科恩大师的名气太大，能翻译他的著作对本人来说是一个严峻的考验，今天终于完成这一任务，倍感振奋；二是因为翻译此书的过程对我来说也是一个学习的过程，书中那些深刻的感悟、生动的事例、诙谐的语言、形象的比喻以及深入浅出的阐述无不引起我的思考和回味，收获颇丰，倍感高兴；三是因为翻译这部谈判名著的过程是一次充满艰辛的旅程，是一场对手为世界顶级谈判大师的谈判。为了能使这部谈判名著比较原汁原味地呈现于国内读者的面前，我基本上是字字斟酌，句句推敲，虽说水平有限，但最终还是得以实现，倍感欣慰。
是啊!生活充满谈判，谈判无时不有、无处不在。科恩先生以敏锐的眼光、独特的视角洞悉了我们在生活中习焉不察、司空见惯的一个侧面，由小到大、由大到小、由近及远、由远到近，使我们深刻了解了 “谈判”这一生活组成部分中最本质的原理。这些原理无论是对我们处理同家人、朋友、邻居、上司的关系，还是参与商务谈判、军事谈判、外交谈判等重大活动来说，都是大有裨益。我们静心想想，生活不正是在一遍又一遍地反映这些原理，证实这些原理，又受制于这些原理的吗?读这本书是和世界顶级谈判大师的一次交流，是聆听了一堂如何处理人际关系的精彩讲座，是以独特的眼光审视生活的一次深刻感悟。
记住科恩先生的一句话：谈判无处不在!只要有心，成功就会属于你! 最后要说的是：由于本人水平有限，时间仓促，加之两种语言之间的文化差异，错误在所难免，希望广大读者批评指正。
谷丹 2005年5月25日于北京八大处

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