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- 2026-02-09 发布于陕西
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BusinessNegotiation:TheArtofDeal主讲人：卫婷婷
目录?CONTENTS01CoreConcepts02StrategicFoundation03ProcessArchitecture04PsychologyEthics05GlobalDigitalArena
CHAPTERCoreConcepts01Part.
WhatIsBusinessNegotiation「LOGO」1DefinitionBusinessnegotiationisastrategicdialogueaimedatreachingmutuallyacceptablecommercialagreements.Itinvolvesexchangingoffers,makingconcessions,andcommittingtotermsthatbalancecompetinginterestswhilemaintainingrelationships.2KeyElementsItisgovernedbydeadlines,legalframeworks,andstrategicobjectives.Unlikecasualdiscussions,businessnegotiationstransformconflictingpositionsintojointvalue,ensuringeachpartypreferstheoutcometonoagreement.3UnderstandingPrioritiesMasterybeginswithrecognizingthateveryprice,clause,ortimelineisasignalofunderlyingpriorities.Negotiatorsmustdecodethesesignalstonavigatetheprocesseffectively.
NegotiationTypesandContextsTypesNegotiationsvaryalongdimensionssuchasthenumberofissues,partiesinvolved,andrelationshipduration.Single-issuenegotiationsaredistributive,whilemulti-termpartnershipsareintegrative.Internalnegotiationscompeteforbudgets,whileexternalonesshapemarketaccess.Recognizingthecontexthelpsnegotiatorsdecidewhethertoclaimvalue,createvalue,orprotectreputation.
CHAPTERStrategicFoundation02Part.
ZOPAandValueCreationZOPAandValueCreationTheZoneofPossibleAgreementspanstheoverlapbetweeneachside’sreservationvalues.Discoveringitrequiresexchanginginformationaboutinterestsratherthanpositions.Valuecreationtechniquesincludeunbundlingissues,introducingcontingentclauses,ortradinglow-costconcessionsforhigh-valuegains.Expandingthepiebeforedividingitturnszero-sumbattlesintopositive-sumpackages.SkillednegotiatorsmaptheZOPAearly,thenuseconditionalproposalstotestwhetherhiddenvaluecanbeuncoveredwithoutbetrayingtheirownfloor.
CHAPTERPr
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