NegotiationGenius_HowtoOvercomeObstacles.epub - (EPUB全文下载)

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CONTENTS
Title Page
Dedication
Introduction: Becoming a Negotiation Genius
PART I: THE NEGOTIATOR’S TOOLKIT
Chapter 1: Claiming Value in Negotiation
Chapter 2: Creating Value in Negotiation
Chapter 3: Investigative Negotiation
PART II: THE PSYCHOLOGY OF NEGOTIATION
Chapter 4: When Rationality Fails: Biases of the Mind
Chapter 5: When Rationality Fails: Biases of the Heart
Chapter 6: Negotiating Rationally in an Irrational World
PART III: NEGOTIATING IN THE REAL WORLD
Chapter 7: Strategies of Influence
Chapter 8: Blind Spots in Negotiation
Chapter 9: Confronting Lies and Deception
Chapter 10: Recognizing and Resolving Ethical Dilemmas
Chapter 11: Negotiating from a Position of Weakness
Chapter 12: When Negotiations Get Ugly: Dealing with Irrationality, Distrust, Anger, Threats, and Ego
Chapter 13: When
Not
to Negotiate
Chapter 14: The Path to Genius
Glossary
Notes
Acknowledgments
About the Authors
Copyright
Dedicated to Shikha and Marla
Your ideas and encouragement influence everything we do.
INTRODUCTION
Becoming a Negotiation Genius
W

hat is a negotiation genius? Let’s start with the simple observation that you often know a negotiation genius when you see one. You can see genius in the way a person thinks about, prepares for, and executes negotiation strategy. You can see genius in the way a person manages to completely turn around a seemingly hopeless negotiation situation. You can see genius in the way a person manages to negotiate successful deals—consistently—while still maintaining her integrity and strengthening her relationships and her reputation. And, in all likelihood, you know who the negotiation geniuses are in your organization. This book will share with you their secrets.
Consider the following stories, in which negotiators faced great obstacles, only to overcome them to achieve remarkable levels of success. But we will not reveal how
they did it—yet. Instead, we will revisit these stories—and many others like them—in the chapters that follow, as we share with you the strategies and insights you need to negotiate like a genius in all aspects of life.
A FIGHT OVER EXCLUSIVITY
Representatives of a Fortune 500 company had been negotiating the purchase of a new product ingredient from a small European supplier. The parties had agreed to a price of $18 per pound for a million pounds of product per year, but a conflict arose over exclusivity terms. The supplier would not agree to sell the ingredient exclusively to the U.S. firm, and the U.S. ............

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