Negotiator's Mind (2nd Edition)

Author: Thompson Yanqing
Publisher:
Publish Date: 2005-10-01
Features: "The Negotiator's Mind" (2nd Edition) is dedicated to managers, executives, and leaders—as well as every individual who must negotiate with others to achieve their goals. This book provides managers with proven solutions to tackle the most challenging negotiation dilemmas. As competition for survival and development intensifies, the rules of survival of the fittest have become deeply ingrained in people's careers and business activities. To secure the resources for survival and growth and win the ultimate success, most people are often forced to accept negotiation passively, while only a few actively seek out negotiation opportunities, create a favorable negotiation atmosphere, and gain an advantage. As a result, the outcomes of negotiation are often unsatisfactory for the majority, while those with a negotiation mindset and skills frequently reap the benefits. The publication of this book will light a lamp for readers, helping them develop a new competitive perspective and learn to apply various negotiation strategies. The book consists of three parts and twelve chapters. Part I introduces the basics of negotiation, explaining why most people are inefficient in negotiation, analyzing negotiation methods and outcomes, and elaborating on the concept and strategies of win-win negotiation. Part II presents various advanced negotiation techniques in concise and insightful language, including forming a negotiation style, building credibility, cultivating relationships, leveraging one's negotiation power and creativity, etc. Part III analyzes various negotiation scenarios and discusses the application of negotiation skills in specific contexts. Additionally, the four appendices of the book demonstrate the integrated application of negotiation theory, techniques, and practice. The book is suitable for a wide range of readers and can serve as a guide in both life and work. It is applicable to teachers and students in business administration and trade-related majors at universities, government officials and students studying public policy, as well as practitioners from all walks of life who wish to improve their negotiation skills.