（像这样谈判）Negotiate This!: By Caring, But Not T-H-A-T Much 下载 网盘 txt 地址 rtf kindle docx pdf

Why has it taken master negotiator Cohen more than two decades to produce a sequel to You Can Negotiate Anything ? Perhaps the accumulation of additional clarifying experience, as his angle this time is detached involvement or conscious inattention. Or, because many of his original fan club have matured, he has geared this book to a new, younger audience of business people. No matter the motivation, Cohen as always gives good advice, picking examples as unrelated as Moses' negotiations with the Almighty to Jackie Gleason's landmark deal with then-CBS head William Paley. The lessons are many: Successful persuaders are optimistic, regular guys, and employ self-deprecating humor. Remember to differentiate yourself--and enjoy every day. Negotiation is a problem-solving process. Expect at least one gem every few pages, along with a lot of great stories. Just say yes to an avalanche of reader requests. Barbara Jacobs

Copyright © American Library Association. All rights reserved --This text refers to an out of print or unavailable edition of this title.

Acknowledgments xiii

Chapter I. The Joy of Detached Involvement

　1. A Gaming Mechanism

　2. Voluntary Decision Making

　3. An Other Worldly Undertaking

　4. New Communication Approaches

　5. Applying Conscious Inattention

Chapter II. Salvation by Negotiation

1. An Ageless Phenomenon

2. Familiarity Breeds Children

3. Getting Framed

4. Speed Kills

5. "Whahdja Say?"

6. Lend Me a Hand

7. Attuned to the Music

8. Abracadabra

9. A Hollywood Exegesis

　10. An Attention Grabber

　11. Axioms from Above

　12. Bargaining with a Bastard

　13. The Road Less Traveled

　14. Negotiating with the Almighty

Chapter III. Playing the Game

　1. Style Supersedes Substance

　2. The Way of the Gipper

　3. An Outsider's View

　4. Less Is More

　5. All's Right with the World

　6. Equality--Valued or Tainted?

　7. The Optimum Style

Chapter IV. A Mixed-Motive Game

　1. Labeling Is Disabling

　2. Dial M for Money

　3. It Ain't Necessarily So

　4. When You're Up to Your Neck in Alligators, It's Easy to Forget That Your Original Objective Was to Drain the Swamp

　5. Say Cheese

　6. Believing Is Seeing

　7. A Dynamic of Dual Desires

　8. A Problem-Solving Process

　9. Can't Anybody Here Play This Game

Chapter V. A Bargaining Formula

　1. Setting Objectives

　2. Making How Concessions

　3. Open with Commonality

　4. The Titanic Principle

　5. The Ping-Pong Table Theory of Life

　6. Broadening the Gauge

　7. The Vail Condo

　8. Make 'Era Work

……

Chapter VII. Time and Timing

Chapter VIII. Information

Chapter X. Sources of Power

Chapter XI.Negotiating This……And That

Chapter XII. The Game of Life

Bibliography

Index

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书籍介绍

With his extensive negotiating experience and unique presentation style, Herb Cohen is internationally renowned as someone who can quickly grasp both sides of an issue and get the most for his client out of a difficult negotiation. His advice? Simple, says Herb, I carebut not that much! In NEGOTIATE THIS!buoyed by his signature humorous and self-deprecating styleHerb Cohen explains how readers can learn powerful yet subtle negotiating ploys to help them in their businesses, careers, and even family relationships. As Herb says, Negotiation is the game of life.