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本书根据国际商务谈判“1555”理论和谈判的五维模型，剖析了大量东西方实际案例。详尽介绍了有效的谈判方法和思维框架。全书主要包括商务谈判的准备、商务合同条款的谈判、跨文化谈判、中国式谈判的哲学思想等部分。
- 目錄
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封面 - 版权信息
- 目录
- Preface
- Introduction
- Part 1 Five-dimensional Theory of Negotiation
- Chapter 1 “1555” Theory of Negotiation
- Chapter 2 Five-dimensional Model of Negotiation (OBTET)
- 1. On the Negotiating Table
- 2. Beyond the Negotiating Table
- 3. Third Party
- 4. Energy Class
- 5. Time Field
- Chapter 3 Empirical Analysis on Negotiation Dimensions
- 1. Model Specifi cation
- 2. Descriptive Statistical Analysis
- 3. Measurement Results and Analysis
- 4. Conclusion and Recommendations
- Chapter 4 Five Techniques to Improve Persuasiveness
- 1. Use Reason and Emotion
- 2. Authoritative Statistics v.s. Individual Vivid Example
- 3. Unilateral Argument v.s. Comparison and Demonstration
- 4. Opinion Appearance Order
- 5. Difference Between Opinions
- Chapter 5 Five Ultimate Weapons to Break the Deadlock
- 1. Put aside Dispute, Shift the Subject
- 2. Create a Deadlock, Trap the Other Party in a Dilemma
- 3. Find Creative Solutions, Provide the BATNA (Best Alternative to Negotiated Agreement)
- 4. Make Sudden Concessions in the Deadlock, Make Your Rival Feel Surprised, and Follow Trend to Create a Favorable Agreement
- 5. Introduce New Mechanisms or Set New Rules
- Part 2 Phasic Theory of Negotiation (One-dimensional Tactic)
- Chapter 6 Preparedness Ensures Success: Preparatory Phase
- 1. Background Investigation
- 2. Methods of Background Investigation
- 3. Preparation for Business Negotiation
- Chapter 7 Gain the Initiative: Create a Negotiation Atmosphere
- 1. Preparation
- 2. Associate with Your Opponent
- 3. Create Environment
- Chapter 8 The Opening Phase Plays a Decisive Role
- 1. The Secrets of Making an Offer
- 2. Strategies for the Opening Phase of Negotiation
- Chapter 9 Seize Control in the Midfield Phase
- 1. What Are Midfield Strategies
- 2. Midfi eld Strategies
- Chapter 10 Secure the Victory in the Final Phase
- 1. Why Adopt Endgame Strategies
- 2. Types of Endgame Strategies
- Chapter 11 Detail Decides Success or Failure:Negotiation of Business Contract Clauses
- 1. Negotiation of Contract Clauses
- 2. Principles of Negotiation of Contract Clauses
- 3. Composition of Contract Clauses
- Chapter 12 Execution Phase Features the Core Part
- 1. Matters That Need Attention
- 2. Execution Phase
- Chapter 13 Use Chinese Wisdom to Break the Deadlock in Negotiations
- 1. Yin and Yang in Tai Chi
- 2. Harmony in Diversity
- 3. Golden Mean
- 4. Make Peace after Hard Struggles
- 5. Win Without Any Strife
- 6. Retreat in Order to Advance
- 7. Keep a Low Profi le, and Stoop to Compromise
- Chapter 14 Business Banquet Etiquette after Negotiation
- 1. Chinese Dining Etiquette
- 2. Western Table Manners
- Part 3 Cross-cultural Negotiations
- Chapter 15 Cultural Game: Negotiation Styles Around the World
- 1. Western People’s Impressions of Chinese Businessmen
- 2. Negotiation Characteristics of Different Countries
- Part 4 Mind Reading in the Negotiations
- Chapter 16 Mind Reading in the Negotiations
- 1. Body Language
- 2. Emotional States
- 3. Communication Modes
- 4. Speech Styles
- 5. Psychological Symptoms
- 6. Other Combined Clues
- APPENDIX
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