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The Art of Negotiation电子书

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30人正在读 | 0人评论 9.8

作       者:Michael Wheeler

出  版  社:Simon & Schuster

出版时间:2013-10-08

字       数:49.4万

所属分类: 进口书 > 外文原版书 > 经管/金融

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  • 读书简介
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A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation.A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotia?tors thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.
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Cover

Dedication

Epigraph

1. Embracing Chaos

Part One: A Sense of Direction

2. A Map of the Pyrenees

3. Prospecting

4. Plan B

Part Two: Improvising

5. Presence of Mind

6. The Swing of Things

7. Situational Awareness

Part Three: Managing the Process

8. Openings

9. Critical Moments

10. Closing

Part Four: Mastery

11. Silk Purses

12. Wicked Learning

13. Fair Enough

Appendix: Twenty-five Reasons to Embrace Chaos in Negotiation—A Strategic Road Map

Acknowledgments

About Michael Wheeler

Notes

Index

Copyright

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