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The most effective negotiation catalogue

Introduction v

1 negotiation and leverage 1

2 Four characteristics of lever 6

3 Four forms of lever 1 1

4 Source of leverage 15

Five indicators of leverage 20

6 check your progress: identify the lever 32

7 management lever 38

8 increase your lever 43

9 Lower the lever of the opponent 53

10 Check your progress: replace the control lever 64.

1 1 dancing lever 77

12 reality test 82

13 defense 86

14 negotiation atmosphere 10 1

15 method selection 106

The art of communication

17 another realistic challenge 12 1

18 leverage, uncertainty and risk 127

19 leverage and morality 133

20 managing emotions 140

2 1 network world 146 negotiation

22 multi-party negotiation 150

23 international negotiations 165

24 give up leverage 177

Conclusion 180

Appendix A Killing Game (an interesting and practical indoor game) 183

Appendix b tripartite negotiation 186

Thank you 19 1

Introduce the most effective negotiation

I don't know what the future will be like, but I know who controls the future.

Ralph? Ralph Abernathy

On the hottest day of the year, your refrigerator broke down. The ice in the refrigerator is melting, and the temperature seems too high. You contacted the repairman and he promised to come this afternoon. You asked how much it might cost, and he said about $80. At the same time, you closed the door of the refrigerator and the door of the freezer. In the evening, the repairman came. He thinks Mao ...

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