Getting to Yes pdf epub mobi txt 電子書下載2025

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Roger Fisher is the Samuel Williston Professor of Law Emeritus, Director of the Harvard Negotiation Project, and the founder of two consulting organizations devoted to strategic advice and negotiation training.

William L. Ury co-founded Harvard's Program on Negotiation where he currently directs the Global Negotiation Initiative. He is the author of The Power of a Positive No How to Say No Still Get to Yes (2007) and co-author (with Roger Fisher) of Getting to Yes Negotiating Agreement Without Giving In , a five-million-copy bestseller translated into over twenty languages. "No other book in the field comes close to its impact on the way practitioners, teachers, researchers, and the public approach negotiation," comments the National Institute on Dispute Resolution. Ury is also author of the award-winning Getting Past No Negotiating with Difficult People and Getting To Peace (released in paperback under the title The Third Side).

出版者:Penguin Books

作者:Roger Fisher

出品人:

頁數:200

译者:

出版時間:1991-12-1

價格:USD 16.00

裝幀:Paperback

isbn號碼:9780140157352

叢書系列:

圖書標籤:

談判
Negotiation
管理
溝通
英文原版
技巧
雙贏
美國

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This is by far the best thing I've ever read about negotiation. It is equally relevant for the individual who would like to keep his friends, property, and income and the statesman who would like to keep the peace. --John Kenneth Galbraith.

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principled negotiation 1. Seperate the people from the problem 2. Focus on interests, not positions 3. Invent options for mutual gains 4. Insist on using objective criteria 3 Stages Analysis; planning; discussion Seperate the people from the problem Negot...

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谈判的衡量标准： 1、是否达成明智协议？ 2、是否有效率？ 3、是否能不损害双方关系？？谈判的层次： 1、解决实质性问题； 2、关注实质性问题的程序。谈判的分类：温和型&强硬型（立场主导）；原则谈判。 ==================================================== 原则谈判...

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本書為談判理論的奠基之作。作者們通過此書介紹瞭原則性談判。主要有四點。第一，對事不對人，通過設身處地思考，情感共通，發展閤作友誼，有效溝通，減少可能的敵意，把注意力集中到問題本身上。第二，以利益為基礎，而不是方案或立場為基礎。尋求方案或立場背後的利益，先提問再作答，承認對方的立場和利益，支持對方個體，但共同尋求解決問題的方案並優化己方利益，製造認知失調，逼迫對方區分個體與利益這兩件不同的事。第三，製造雙贏的選擇，頭腦風暴，把派做大，意識到正因為不同的興趣立場和價值體係纔讓交易變成可能。從談判對手的角度齣發，創造對手的新選項以使談判結果對你更有利。第四，堅持使用客觀準則，談判應基於某種獨立於任何一方意誌的客觀準則，這種準則可以是公平的標準，也可是公平的流程。關注對方要價背後的理論和原則開展討論

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讀目錄和第一章就可以瞭..

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談判技巧

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尼瑪課程必讀

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