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Jingdong book

三维谈判：在至关重要的交易中扭转局面

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Jingdong book

三维谈判：在至关重要的交易中扭转局面

Name: 三维谈判：在至关重要的交易中扭转局面
Brand: Jingdong book
SKU: 3102006011
Price: 32.92 USD
Availability: OutOfStock

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在讨价还价的谈判桌前，哪些举措会达成抑或断送最重要的交易？大多数谈判人员陷入了“双赢与输赢”的思维定势，把关注的焦点放在谈判桌的正面交锋上。《三维谈判(在至关重要的交易中扭转局面)》作者戴维·拉克斯和詹姆斯·西贝尼厄斯奉劝谈判双方把目光放远，超越谈判桌上的战术。具有说服力的战术只是作者开创性的三维谈判法的第一个层面。第二个层面交易设计阐述了谈判人员如何系统地预见和创造性地安排协议的结构，从而揭示交易的经济和非经济价值。而真正使拉克斯和西贝尼厄斯的三维谈判法脱颖而出的则是它的第三个层面：方案。在谈判桌上露面之前，三维谈判人员会主动采取措施，他们可以先“设置谈判桌”，为其后巧妙的战术斡旋奠定基础。
三维谈判方案是怎样的？谈判人员在谈判桌以外采取行动，确保用适当的顺序，找到适当的相关方，以解决适当的问题。同时把适当的利益纳入进来，在适当的时候，带着适当的预期，面对适当的无交易替代方案。这些谈判桌以外的新举措往往能对谈判结果产生重大影响。
如果不采用把方案、交易设计和战术三者相协调的三维谈判法，那么只能在三维世界里使用一维战略。《三维谈判(在至关重要的交易中扭转局面)》以大量切实可行的步骤和引人人胜的案例，阐释了高明的方案加上目光独到的交易设计，如何使你在谈判桌前坐定后，就能达成理想的协议。

Author Description

作者：(美国)戴维·A.拉克斯 (美国)詹姆斯·K.西贝尼厄斯译者：梁卿夏金彪
戴维·A.拉克斯，曾在哈佛商学院做教师，并做过投资银行家，是谈判战略公司拉克斯·西贝尼厄斯有限公司的负责人，该公司拥有遍及世界各地的客户，如诺华制药、壳牌公司和雅诗兰黛公司等。
詹姆斯·K.西贝尼厄斯，哈佛商学院企业管理教授，曾担任哈佛法学院谈判项目副主席，他也是拉克斯·西贝尼厄斯有限公司的负责人，参与了纽约百仕通集团的创立，并在那里工作多年。

Comments

我看到伟大的交易人员往往花费数年时间完善自己的谈判技能，而拉克斯和西贝尼厄斯抓住了这种技能的精髓。
——戈德曼·萨克斯公司前任主席和高级合伙人、总统外交情报顾问委员会主席斯蒂芬·弗里德曼

这是一本一流的著作。面对棘手交易的读者、哈佛大学的MBA和高级管理者，都会从本书极具参考价值的案例研究中获益匪浅。我向大家大力推荐它。
——百仕通集团高级主席、创办人之一彼得·G.彼得森

在职业生涯中，我与两位作者在一些极具挑战性的谈判中有过切身合作。在为股东实现数千万英镑的价值方面，他们的三维谈判方法发挥了极其重要的作用。
——31集团股份有限公司CEO 菲利普·耶

书里明晰而独创的概念对诺华制药公司许多至关重要的协议起到了难以估量的作用。
——瑞士诺华制药公司主席兼CE0、医学博士丹尼尔·瓦塞拉

三维谈判法在雅诗兰黛公司的多个层面得到应用，均取得良好效果。这本内容扎实的著作提供了大量生动的例子。
——雅诗兰黛佘司总裁兼CEO 威廉·兰黛

本书对怎样克服达成交易的障碍提出了切合实际的忠告。
——《谋求共识》的合著者罗杰·费希尔

本书是两位谈判大师对重要的谈判战略和技巧所作的旁征博引、才思过人的阐释。我听从他们的告诫，在复杂的保健领域取得了巨大的成功。
——波士领贝斯以色列女执事医疗中心总裁兼CEO 保罗·F·利维

本书提出了对待谈判的一种行之有效的新方法。它对我们壳牌公司处理交易问题具有深远的影响。
——壳牌公司开发与生产部门主管马尔科姆·布林迪德

Catalogue

引言
第一部分概述——三维谈判概要
第一章谈判的三个维度
第二章对协议进行三维障碍审核
第三章拟定三维战略，克服障碍
第二部分安排适当的谈判——“在谈判桌以外”
第四章确定适当的相关方
第五章明确所有的适当利益
第六章确定适当的无交易替代方案
第七章明确适当的次序，确定适当的基本步骤
第三部分怎样设计能创造价值的交易——“在绘图板上”
第八章向“东北方向”前进
第九章巧妙地楔合差异
第十章达成持久的交易
第十一章就交易的精神进行谈判
第四部分强调解决问题的战术——“在谈判桌上”
第十二章影响对方的看法以主张价值
第十三章解决共同的问题以创造和主张价值
第五部分实践中的三维战略——“让他们按你的想法办事”
第十四章逆向绘图，制定三维战略
第十五章思考要像战略家，行动要像投机分子
作者的话
注释
作者简介

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