谈判基础

章节摘录

插图：One cultural anthropologist hasstudied cultures around the world and has developed a concept that may be usefulin communicating with people from diverse backgrounds. Edward T. Hall identifiedtwo classic dimensions of culture: high-context and lowcontext. These concepts primarily refer to the way in which information is communicated. High-context culturesplace value on the context in which the communication takes place——on body lan-guage, setting, and other cues in the environment in addition to the spoken word.Highcontext cultures use communication for interaction and use informationexchange as a way to establish and maintain a relationship, with only minimal information in the transmitted message itself. Lowcontext cultures are the reverse. Lowcontext communications rely heavily upon the spoken word. External surroundingfactors are screened out and objective facts are relied upon for the information gathered. Most of the information has to be in the transmitted message in order to makeup for what is missing in the context.

前言

Welcome to Negotiating Essentials！ This is an exciting new book that presents, in a unique stu-dent-centered focus, time-tested negotiation concepts, skills, and practices developed bynationally recognized authors, experienced professionals, and the most recent findings of dis-tinguished academic researchers. This book was written in response to faculty who requesteda comprehensive negotiation textbook that can be utilized in a wide variety of collegecourses——negotiation, conflict resolution, labor relations, and managerial decision making——either as a textbook or as a supplement. In society today, almost everyone has the opportunityto be a successful negotiator——managers, business professionals, engineers, lawyers, teachers,public sector administrators, health care professionals, consumers, parents, and neighbors.That is the reason negotiation courses are found in colleges of business, law, education, engi-neering, psychology, and public administration. This book is designed for those programs.Negotiation situations occur in a person's professional and personal life. In fact, mostpeople are faced with hundreds if not thousands of opportunities to negotiate issues ofimportance to them during their lifetime. Unfortunately, many people choose not to negoti-ate but instead accept what is offered to them——the terms of a job offer, the listed sale price,a standard rate, or perhaps a work estimate. Why？ Either they simply do not recognize thatbargaining is possible in the situation before them, or they feel uncomfortable negotiating.They may believe they lack the skills to negotiate successfully. Or they simply detest thenegotiating process and will avoid it at any cost——but they often pay a higher cost for theirlack of negotiating skills.Based on our own combined 60-plus years of negotiating experience, as well as the hun-dreds of years of combined experience of the highly successful professionals who made contri-butions to this book, we are convinced that almost everyone can become an effective negotiator.A considerable amount of scholarly research and classroom teaching shows that one canbecome a successful negotiator by mastering the concepts, skills, and practices presented in thistext and applied to real-world cases. Our former students have told us that not only have theylearned and applied these skills themselves, but that negotiating can be fun！

内容概要

作者：（美国）迈克尔·R.卡雷尔（Michael R.Carrell） （美国）克里斯蒂娜·希弗林（Christina Heavrin）迈克尔·R.卡雷尔Michael R.Carrell，北肯塔基大学商学院院长，非诉讼争端解决（ADR）中心的创会理事。卡雷尔博士先在路易斯维尔大学获得经济学学士学位，继而在该大学获得MBA硕士学位，后来，在肯塔基大学获得了博士学位。进入路易斯维尔大学授课。在他的职业生涯中，曾担任过路易斯维尔的员工指导者和劳资谈判代理人，还代表很多管理层、商业人士和个人进行过谈判。克里斯蒂娜·希弗林(Christina Heavrin)，在斯伯汀大学获得学士学位，在路易斯维尔大学法学院获得法学博士学位，从事了多年公共和私人方面的法律工作，曾服务于利比里亚和赞比亚等西非国家的和平组织。

书籍目录

前言第1章 谈判概述第2章 谈判过程：四阶段第3章 分配谈判第4章 综合谈判第5章 通过力量和说服获得影响力第6章 战略第7章 僵局及非诉讼争议解决方式第8章 谈判中的道德规范、公平和信任第9章 文化和性别对谈判的影响第10章 结束谈判索引

编辑推荐

《谈判基础:理论、技巧和实践(英文版)》：高等院校市场营销教材系列

作者简介

《谈判基础:理论、技巧和实践(英文版)》内容包括：谈判概述、谈判五要素、参与方及其需求、关联性、共同目标、灵活性、决策能力、多边谈判、联盟、权衡、多数原则、找到共识、沟通、疑团和真相、识别所有问题、设定问题的优先顺序、开发支持性辩论……

图书封面

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