From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.
Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer.
What sets negotiation geniuses apart? They are the men and women who know how to:
•Identify negotiation opportunities where others see no room for discussion
•Discover the truth even when the other side wants to conceal it
•Negotiate successfully from a position of weakness
•Defuse threats, ultimatums, lies, and other hardball tactics
•Overcome resistance and “sell” proposals using proven influence tactics
•Negotiate ethically and create trusting relationships—along with great deals
•Recognize when the best move is to walk away
•And much, much more
This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.
From the Hardcover edition.
具體描述
讀後感
評分
評分
評分
評分
用戶評價
由“術”而“道”，技巧之外。
评分談判課的教科書，實踐價值不高，更有意義的可能是培養談判意識
评分作為入門教科書非常好，精練到位
评分看看
评分心理戰的部分非常精彩，思維的跳躍和謀劃不隻是一階而是多階水平的。具體提到的策略也很實用，邊讀的時候能夠閃迴某些場閤善於談判的人是如何應用某招的。其中多處提到contingent plan，也側麵印證瞭在信息不對稱不透明的情況下，資本市場對賭協議存在的必要性。還有一點很有意思，對手是高明的談判者的反而有可能共贏。
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