谈向成功: 必要策略与技巧

By George Siedel

我们每一天都离不开谈判。我们和配偶、孩子、父母、朋友谈判。在租公寓、买汽车、买房子、找工作的时候也要谈判。谈判能力可能是影响职业发展最重要的因素之一。

谈判也是商业成功的关键。缺少能够创造利润的合同,任何组织都无法生存。从策略层面上,公司关心创造价值和获得竞争优势。但高水平商业策略的成功取决于与供应商、客户和其他利益相关人缔结的合同。缔约的能力,也就是成功谈判并执行合同的能力,在任何组织中都是最重要的职能。

本书旨在帮助你在个人谈判和商业交易中取得成功。本书的独特性体现在两方面。首先,不仅局限于谈判相关的概念,更提供了实际的行动步骤,供你在未来的谈判中使用。这包括一个谈判计划和对清单,和一个完整的清单实例供你参考。

本书还包括(1)用来评估个人谈判风格的工具;(2)“决策树”的实例,可以用来计算一旦谈判不成功,你的替代方案如何;(3)在谈判中加强自己实力的包括三个步骤的策略;(4)以你的保留价格、极限目标、最期望价格和潜在协议空间为基础来进行谈判分析的实用计划;(5)如何在谈判中采用道德标准的明确指导原则;(6)决定是否需要通过代理人谈判时所需考虑的因素;(7)谈判中可以使用的心理工具——以及在对方使用它们时如何规避;(8)谈判中可能会遇到的合同法的关键因素;(9)对自己作为谈判者的表现进行评估时可以使用的指标清单。

本书的第二个独特之处是全面覆盖了谈判的整个过程。其他书籍往往局限于谈判或合同法。此外,谈判类书籍还倾向于关注谈判桌上所发生的交涉,而忽略了协议的执行。这些书籍所犯的错误是认为成功取决于好的谈判,而不是能够成功执行的协议。同样,合同法类书籍往往关注在合同是否符合法律要求,从而对合同之前的谈判过程一笔带过,匆匆进入合同的执行部分。

实际上,合同过程并不能分成彼此独立的阶段。谈判过程中每个事件都会对随后合同的执行产生影响。本书和同类书籍的不同之处正是以事件发生顺序审视谈判的全过程,从做出进行谈判的决定开始,直到评估自己的谈判表现为止。

• Language: 中文
• Publisher: Van Rye Publishing, LLC
• Release date: Aug 18, 2017
• ISBN: 9780997056631

George Siedel

GEORGE J. SIEDEL is the Williamson Family Professor of Business Administration and the Thurnau Professor of Business Law at the University of Michigan. He teaches courses on negotiation, public policy, and business law at Michigan’s Ross School of Business. He has also taught seminars around the world to business leaders, entrepreneurs, attorneys, judges, physicians, and athletic directors. In conjunction with his courses and seminars, he developed several free negotiation planning tools and a free app, which are available at http://www.negotiationplanner.com. Professor Siedel completed graduate studies at the University of Michigan and Cambridge University. He served as a visiting professor at Stanford University and Harvard University and as a Visiting Scholar at Berkeley. As a Fulbright Scholar, he held a Distinguished Chair in the Humanities and Social Sciences. Professor Siedel has received several national research awards, including the Maurer Award, the Ralph Bunche Award, and the Hoeber Award. He has also received many teaching awards, including the 2014 Executive Program Professor of the Year Award from a consortium of 36 leading universities committed to international education.

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