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Jingdong book

沃顿商学院最实用的谈判课(原书第2版)

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附赠专业实用的“谈判风格测试表”,帮你发现自己独一的谈判优势。
丰富、真实的世界商业人士的谈判案例。
最有效的提高谈判力的方法与步骤

Content Description

走进沃顿商学院谈判课堂,与通用电气、雅诗兰黛、摩根大通等世界500强的高管,与彼得·林奇、沃伦·巴菲特等金融大鳄成为校友!
手把手、一步步地指导你:
如何准备谈判
如何交换信息
如何开局
如何让步
如何利用道德
如何达成协议
如何避免法律纠纷
如何发挥自己的优势而避免劣势
如何避免电子邮件与即时信息等带来的谈判危险和隐患
如何利用性别与文化差异获取谈判优势
《沃顿商学院最实用的谈判课》讲述了项目前期策划、业务和信息化现状的调研与评估、企业战略和管理重点的审视、业务对IT的需求分析、IT愿景、业务流程的优化、应用系统框架、IT基础设施架构、应用系统实施计划、IT应用系统的设计、IT的管理模式和规范、咨询公司的IT规划服务、IT规划案例等,是进行IT规划的有效参考。
Author Description

G.理查德·谢尔,世界的商学院沃顿商学院的谈判策略研究专家,同时也是该领域著名的教育家,他是享有全球盛誉的“沃顿经理谈判研讨班”的教学主任。《商业周刊》曾三次将他列为全美的商学院教授之一。
他为各个行业的企业或者个人提供谈判咨询,包括医疗行业、金融行业、高科技企业、家族产业、银行投资等,为通用电气、强生、花旗银行、摩根士丹利等著名跨国公司设计并讲授谈判培训课程。本书自1999年出版以来,已被翻译成十多种文字,好评如潮。
Comments

★这本书提供的实用方法正是我们公司一直所寻求的,它们能够帮助我们的经理人员更加高效地参与谈判和结盟,本书是公司谈判训练的必读书目。
——迈尔斯·欧文斯
原康柏公司战略联盟与伙伴关系部主任

★理查德·谢尔以“谈判课程的明星教师”而闻名于世。
——马克思·巴泽曼
西北大学凯洛格管理学院教授

★趣味十足而充满智慧。对于任何想要对谈判艺术和科学有更深了解的人来说,都是一本必读之书。
——朱迪思·罗丁
宾夕法尼亚大学校长,心理学教授

★谢尔的学术见解以及作为世界最知名商学院的谈判教师的多年经验,都融合在这部可读性极强的著作中。本书文笔清晰,观点合理,叙述干脆利落,非常具有说服力。该书丰富的令人信服的观察和生动的案例,将谈判的概念与实际生活中的情形完美结合。
——罗德里克·克雷默
斯坦福大学教授

★谢尔教授的这一著作是任何商业人士都不能忽略的……不论你处于哪个行业,该书都是应该反复利用的无价的工具书之一。
——《前沿》
Catalogue

译者序
赞誉

第2版序言
导言

第一部分 高效谈判的六个基本要素

第1章 第一个基本要素:谈判风格
谈判之路
我们都是谈判者
你的谈判风格是什么
五种策略和谈判风格:一种观念实验
合作风格与竞争风格
性别与文化
超越风格,实现高效
从曼哈顿到梅鲁山
小结

第2章 第二个基本要素:目标与期望
目标:如果你没有瞄准,将永远无法实现目标
目标与“底线”
你真正想要的是什么
制定一个乐观、合理的目标
目标要具体
坚定目标:写下并讨论目标
带着你的目标进入谈判
小结

第3章 第三个基本要素:权威的标准与规范
两头猪的故事
从猪到价格单:标准的作用
心理事实:我们都想看上去合情合理
一致性原则与“规范性优势”
注意“一致性圈套”
利用观众
圣雄甘地坐上头等车厢
市场中的标准和规范
立场基调:“兼职的美国无法运转”
权威的影响
小结

第4章 第四个基本要素:关系
互惠原则
J. P. 摩根交了一个朋友
“最后通牒的游戏”:公正的考验
谈判计划中的关系因素
私人关系与工作关系
建立工作关系的心理战略
粗心大意者的关系圈套
小结

第5章 第五个基本要素:对方的利益
发现对方的目标
老练谈判者的准备行为
确定决策者
寻找共同立场
确定可能干扰协议达成的利益
寻找能够实现双赢的低成本方案
小结

第6章 第六个基本要素:优势
优势:需求和顾虑的平衡
人质劫持事件
谁控制现状
威胁:必须是可信的
时间对准更关键
创造动力:满足他们的简单要求
让对方知道如果交易失败他会遭受损失
三种优势:积极的、消极的和原则的
联盟的力量
对优势的常见误解
家庭、企业和组织中的优势
小结

第二部分 谈判过程

第7章 步骤1:准备策略
谈判的四个阶段
准备策略步骤1:情境评估
摩根先生,这一定有问题
除非您认为我可以用更少的钱养活自己
本杰明·富兰克林的伙食谈判
准备策略步骤2:谈判情境、策略和风格的匹配
准备策略步骤3:从对方角度来审视谈判情境
准备策略步骤4:决定沟通方式
综述:制定你的谈判计划
小结

第8章 步骤2:交换信息
目标1:营造友好气氛
相似性原理
营造和谐气氛的不足之处:过分或不尽
目标2:获得关于利益、问题和认知的信息
先调查,后发言
目标3:表明期望和优势
小结

第9章 步骤3:开始谈判和作出让步
讨价还价过程中的战术问题
为什么乐观的初始要求在交易型谈判中能发挥作用
乐观的初始要求的缺陷
不同情境中的让步
交易情境中议题交换策略和讨价还价策略的比较
平衡考虑情境中的让步策略
“红脸白脸”谈判程序简介
小结

第10章 步骤4:结束谈判并达成协议
召唤野蛮人
结束阶段心理因素1:用短缺效应制造紧迫感
回到野蛮人这里
结束阶段心理因素2:对谈判过程过分执著
将趋利避害心理转化为自己的谈判优势
克拉维斯和RJR的最后结果
更温和的结束阶段战术:我们可以平分差距吗
如果中止谈判,会发生什么情况
快速启动谈判进程
不要满足于约定,要获得对方的承诺
四种程度的承诺
小结

第11章 与恶人谈判而又不丧失灵魂:谈判中的道德标准
谈判的核心道德问题
把道德摆在
第一位,而不是最后
最低标准:遵守法律
法律之外的道德
谈判道德观的三种理论
道德理论的实际运用
同恶人谈判:自卫的艺术
那就是我的个人价格
报价战
应对不道德策略的技巧
无赖策略一览
小结

第12章 结论:如何成为出色的谈判者
关于有效性的最后分析
适合合作者的7种工具
适合竞争者的7种工具
最后的话

附录A谈判风格测试表
附录B以信息为基础的谈判计划
参考文献
致谢

Introduction

译者序
对我们来说,能够翻译理查德·谢尔的这一著作既是一种荣幸,也是一种挑战。
感到荣幸是由于谢尔本人的声望。理查德·谢尔是世界商学院—沃顿商学院的谈判策略研究专家,同时也是该领域著名的教育家,他还是享有全球盛誉的“沃顿经理谈判研讨班”的学术主任,《商业周刊》曾三次将他列为全美的商学院教授之一。他为各个行业的企业或者个人提供谈判咨询,包括医疗行业、金融行业、高科技企业、家族产业、银行投资等,为通用电气、强生、花旗银行、摩根士丹利等著名跨国公司设计并讲授谈判培训课程。本书原版于1999年出版,到如今已经被翻译成十多种文字,可谓好评如潮。
同时,翻译这本知名著作也是一个挑战、享受、学习的过程。由于它的全球影响力,我们在翻译中丝毫不敢懈怠,总是力图尽我们的努力使其保持英文语言的原貌。所幸的是,这本书的语言平实而不失幽默,让我们在翻译过程中既享受了语言的美,也享受了谈判艺术的美。理查德·谢尔告诉我们,生活中到处都是谈判,谈判就是人生,人生就是谈判。翻译这样一本谈判经典,本身就是对人生、生活的一种学习和领悟。我相信细心的读者一定会有相同的感受。
在翻译过程中,我们深深体会到了本书的优点,至少有两个方面是其他谈判著作所缺乏的,或者是有所欠缺的,这正是我们将它推荐给读者的理由。
其一,本书的可读性。正如宾夕法尼亚大学教授朱迪思·罗丁所说,本书趣味十足而又充满智慧。书中结合了大量的名人事例,深入浅出地将谈判的学术概念、结论转化为日常的通俗语言。大量的谈判案例不仅读来轻松、有意思,而且也能给人留下深刻印象。最值得一提的是全书每个章节的安排和顺序,作者总是善于巧妙地用故事引出谈判的大道理,一开卷就似乎难以割舍。
其二,本书的实用性。第一部分是对谈判各个基本要素的分析,介绍了谈判风格、目标、标准和准则、关系、对方利益和力量优势等方面因素对谈判过程与结果的影响。作者分析透彻、细致入微,每一章节最后还做了总结,便于读者掌握整章的内容重点。第二部分则是手把手地、一步步地教人们该如何进行谈判,包括如何准备谈判,如何交换信息,如何开局,如何让步,如何利用道德,如何达成协议,如何避免法律纠纷,如何发挥自己的优势而避免劣势等。这些建议不仅对接触谈判的新手非常实用,而且对谈判老手来说,也能使其从中学习到谈判的艺术所在。
正如一则赞誉中所说,对于有兴趣学习或者提高自己谈判技巧的读者来说,应该赶紧跑到最近的书店购买本书,而不应该慢慢悠悠地走着去。而我要说的是,对于想好地与人沟通的读者来说,本书不失为良师益友。
最后想要说的是,感谢中国社会科学院研究生院的熊祥,他参与了本书的翻译,并且认真地做了校对工作。同时,感谢机械工业出版社华章公司的编辑为本书作出的贡献,正是在他们的帮助下我们才能够顺利完成任务。由于时间仓促,译文中的错误在所难免,希望读者批评指正。
林民旺
于外交学院

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