哈佛经典谈判术 豆瓣阅读 英文原版 Negotiation Genius Deepak Malhotra & Max Bazerman

基本信息

By (author) Deepak Malhotra , By (author) Max Bazerman

Format Paperback | 352 pages

Dimensions 155 x 229 x 20mm | 337g

Publication date 30 Aug 2008

Publisher Random House USA Inc

Imprint Bantam Dell Publishing Group, Div of Random House, Inc

Publication City/Country New York, United States

Language English

Edition Statement Reprint

Illustrations note figures

ISBN10 0553384112

ISBN13 9780553384116

页面参数仅供参考，具体以实物为准

内容简介

◆ 美国著名的谈判学、心理学大师的经典之作，美国企业界、商学院广受欢迎的谈判课。

◆ 长踞谈判类图书排行榜前列，获得国际冲突预防与解决协会“杰出图书奖”。

◆ 畅销书《高效能人士的七个习惯》作者史蒂芬·柯维，管理大师、畅销书《决断》作者沃伦·本尼斯鼎力推荐！

◆ 精彩的谈判兵法，书中有大量真实复杂案例的经验总结。管理大师马克斯·巴泽曼教你成为与众不同的谈判专家！

什么是谈判专家？谈判专家在思考谈判策略、准备谈判策略与执行谈判策略上和常人有很大的不同；他们能在看似毫无希望的谈判中扭转乾坤；能在百战百胜的同时还能维护自己的自尊，扩展自己的人脉，提高自己的声誉。你可能知道你的周围谁是谈判专家，本书就将与你分享他们的秘密。

本书作者迪帕克·马哈拉与马克斯·巴泽曼，这两位哈佛大学商学院的教授在谈判领域耕耘多年，他们的研究与实践活动遍布数十个国家，涉及几十个行业，与之合作过的组织大多为IBM、世界银行、西门子这样的大型知名组织。一直以来，每每读到涉及谈判的文章，总能看到他们闪光的智慧。相信通过阅读本书，能让你对谈判技术有更深层次的理解！

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 *t, 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.

绝对精彩绝伦的谈判兵法，大量真实复杂案例的经验总结。这是一本我在该领域中读过的全面、有智慧、实用的书。

——史蒂芬·柯维

畅销书《高效能人士的七个习惯》作者

对谈判中的新手和老手来说，要从根本上弄懂谈判这套越来越重要的技能，本书是精练的学习资源。

——沃伦·本尼斯

作者简介

l [美]迪帕克·马哈拉，哈佛大学商学院副教授，教授MBA、高级管理、主管/总裁管理等项目中的谈判课程，经常为各国客户提供谈判咨询与谈判培训。

l [美]马克斯·巴泽曼，哈佛商学院工商管理专业杰西·伊西多·斯特劳斯（Jesse Isidor Straus）教席荣誉教授，亦担任哈佛肯尼迪学院心理系教授和哈佛谈判课题研究教授；知名管理类杂志《zui jia主管》（Executive Excellence）评选的世界前30位管理学作家、演讲家和教师之一；代表作有《理性谈判》（Negotiating Rationally）和《管理决策中的判断》（Judgment in Managerial Decision Making）等图书。

Deepak Malhotra is an associate professor at the Harvard Business School, where he teaches negotiation in the MBA program, the Advanced Management Program, and the Owner/President Management Program, in addition to providing negotiation consulting and training for businesses worldwide. Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the author of Negotiating Rationally and Judgment in Managerial Decision Making.