Part 1 Five Key Steps in Principled Negotiation谈判的五个关键步骤
1 Separate the people from the problem 将人和事区分开来
2 Focus on the interests behind the positions 关注立场背后的利益
3 Invent options for mutual gain 创造双赢的选择
4 Use independent standards 使用独立的标准
5 Consider best alternative if negotiation doesn’t reach agreement无望达成协议时考虑最佳备选方案Part 2 Four Negotiation Skills to Master 谈判的四个重要技巧
6 Don’t negotiate against yourself 别为难自己
7 Offering a choice 给对方提供选择
8 Never prove the other person wrong 不要试图证明别人的错误
9 Don’t give a concession away without receiving one inreturn没有回馈就不要做出让步
10 Establishing limits before you start yournegotiation谈判开始前设好限制条件Part 3 Most Common Mistakes in Negotiation — How to AvoidThem谈判中的常见错误及防范策略
11 Beginning your negotiation too soon 过早开始谈判
12 Not negotiating with the right person 没有找对谈判对象
13 Not being flexible on a position — locking on 固执己见，不会变通
14 Feeling helpless or powerless 感到无助或无能为力
15 Worrying about losing control of the negotiation 担心丧失主动权
16 Forgetting your goals or losing track of getting to them遗忘目标或偏离方向
17 Too much worrying about the other party’s feelings or goals过多考虑对方的感受和目的
18 Mind going blank — brain freeze 大脑一片空白
19 Falling for physical manipulations 受物质因素干扰
20 Losing sight of closing the deal 忽略了收尾Part 4 Building Relationships of Trust 建立信任关系
21 Meeting and Receiving 会面和迎接
22 Introductions 相互介绍
23 Attending conventions参加会议
24 Small talk — breaking the ice 通过聊天打破陌生
25 Finding out more — how to let the other party know you’reinterested 了解更深让对方知道你感兴趣Part 5 Trade Negotiation 贸易谈判
26 Starting inquiry negotiation 开始询盘
27 Agreement on price 价格协议
28 Discussing transportation issues and shipping options讨论运输和货运
29 Discussing payment options 讨论支付选择
30 Checking on shipment status 核实货运状态Part 6 Sealing the Deal 成交
31 Making concessions 作出让步
32 Discussing the bottom line 讨论底线
33 Accepting and confirming the terms 确认并接受条件
34 Closing the deal 成交
35 Quality control issues 质量监控事宜Part 7 Joint Venture 合资
36 Finding a partner 寻找合伙人
37 Showing interest 表示有兴趣
38 Discussing terms 谈条件
39 Establishing a foreign office 设立驻外办事处Part 8 Real Estate 房地产
40 Getting started 初步洽谈
41 Property evaluation and selection 房产评估和筛选
42 Making an offer 出价
43 Closing the deal 成交Part 9 Stock Market 股市
44 Buying / selling stocks 买卖股票
45 Short selling卖空
46 International markets 国际市场Part 10 Other Negotiation Topics 其他谈判
47 Technology transfer 技术转让谈判
48 Copyright and patents 版权和专利谈判
49 Employment negotiation 雇用谈判
50 Negotiating salary and benefits 工资和福利谈判
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