Give and Take Revised 谈判大师手册：195则攻防经典 fb2 免费 lrf 下载 kindle azw3 pdf 阿里云

The bestselling and most complete negotiating guide (more than 400,000 copies sold of the first edition)--revised to reflect the changes in business over the last two decades.

Introduction

Acceptance Time

Achievement and Aspiration Level: Is What You Get Related to What You Want?

Advance Payments: Watch Out

Agenda

Agreements, Understandings, and Procedures: A Big Difference

Answering Questions: Tips for Better Answers

Answers That Don't Answer

Associates You Don't Need

Assumptions Are Not to Be Trusted

Authority Tactics: Countermeasures

Averages Are Always Negotiable

Before Negotiations Begin: A Money-Saving Idea

Big-Pot Tactic: Real and Straw Issues

Body Language: Is It a Put-on?

Bogey Tactic: This Is All I've Got

Bogey-Tactic Countermeasures for the Seller

Bogeys that a Salesperson Can Use

Booby Traps: Bluffing, Lying, and Poker Playing

Breaking an Impasse

Bribery

Buy Now-Negotiate Later

Call a Cactus

Call the Plumber

Car Dealers and Accountants

Catch-22: Dumb Is Smart and Smart Is Dumb

Caucus: When to Call One

Change of Pace in Tactics

Change-the-Negotiator Tactic

Cherry Picking: The Optimizer's Tactic

Closing the Deal: Eleven Ways That Work

Concessions: Dos and Don'ts

Concessions: The Ideal Concession Pattern

Concessions: What Seller Concedes Affects Buyer Demands

Concessions: When One Is More than Four

Concessions that Give Nothing Away

Confession Can Be Good for You

Credibility Has a Price

Deadlines: Why and How They Work

Deadlines That Get a Buyer to Buy

Deadlines That Get a Seller to Sell

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书籍介绍

The bestselling and most complete negotiating guide (more than 400,000 copies sold of the first edition)--revised to reflect the changes in business over the last two decades.