Content preview:
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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