NEGOTIATION GENIUS(ISBN=9780553804881) 115盘 下载 pdf txt 电子版 mobi snb docx

　　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.

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　　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.

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书籍介绍

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.