Business negotiation

Author: Wang Honggeng
Publisher:
Publish Date: 2005-03-01
Features: In the early 1980s, several professors at Harvard University successively proposed concepts such as win-win in negotiation, creating value and claiming value, as well as how to effectively manage cooperation and competition behaviors in negotiation. These ideas have had a pioneering impact on negotiation theory and practice. This book draws on the research methods and achievements of modern negotiation theory, explaining and describing business negotiation behavior from the perspective of combining decision analysis and economics. It analyzes and elaborates on the rational negotiation thinking framework and negotiation decision-making. The cases, sidebars, and discussion questions at the end of each chapter not only make the book more readable but also help readers actively understand and explore negotiation knowledge, enhancing their autonomy in learning.