争取优势的谈判
Bargaining for advantage
G. Richard Shell · 初版 1999 年
18人推荐
23位读者提及
36次提及
为什么值得读
- 拆解蚕食等标准谈判花招并提供对策
- 指引如何通过互让达成双赢方案
- 被读者公认为无可匹敌的谈判读物
享誉全球的商务谈判获奖指南，被世界各地的顶级谈判专家和培训项目广泛采用——现已全面更新与修订。作为著名 Wharton Executive Negotiation Workshop 的主任，G. Richard Shell 教授曾指导数以千计的商业领袖、管理者及其他专业人士，教会他们如何在有时充满波折的谈判世界中生存并脱颖而出。他那系统化、循序渐进的方法在本书中得到了生动体现；该书已出版十余种外语版本，融汇了生动的叙事、经实践检验的策略以及从……中汲取的可靠见解
Hacker News 上怎么说
正在加载完整评论……
“谁能推荐点关于谈判的好书或文章？”谈判方面绝对最好的书，没有之一，就是理查德·谢尔（Richard Shell）写的《沃顿商学院最实用的谈判课》（Bargaining for Advantage : Negotiation Strategies for Reasonable People）。http://www.amazon.com/Bargaining-Advantage-Negotiation-Strat... （看着好像绝版了，但二手书似乎挺便宜的）
"Who can recommend good books/articles on negotiation?" The best book on negotiation, bar none, is "Bargaining for Advantage : Negotiation Strategies for Reasonable People" By Richard Shell. http://www.amazon.com/Bargaining-Advantage-Negotiation-Strat... (looks like it is out of print, but used copies seem cheap enough)
我的候选书单（不分先后）：《搞定》（超能力：时间管理）《沃顿商学院最实用的谈判课》（超能力：谈判）《学习之道》（超能力：学习）《说谎》（超能力：面部表情等……这本有点作弊，因为你可能还需要读更多这个领域的书）经济学……
My candidates (not in order): Getting Things Done (Superpower: Time Management) Bargaining for Advantage (Superpower: Negotiation) The Art of Learning (Superpower: Learning) Telling Lies (Superpower: Facial expressions etc...somewhat of a cheat since you'll probably need to read more on the topic) Economics…
……文章里这种做法被称为“蚕食术”（nibble）。这是一种标准的谈判招数。有几种应对方案：1. 直接拒绝。2. 要求对方也做出对等让步。3. 想出一个双赢的办法来满足他们的诉求。想了解更多可以读读《沃顿商学院最实用的谈判课》：http://www.amazon.com/Bargaining-Advantage-Negotiation-Strategies-Reasonable/dp/0143036971/ref=pd_bbs_sr_1/103-5417622-0009467?ie=UTF8&s=books&qid=1180628056&sr=8-1
…article is known as a "nibble". It is a standard negotiation trick. There are a few solutions: 1. Say no. 2. Ask for a reciprocal concession. 3. Think of a win-win way to get them what they want. Read "Bargaining for Advantage" for more: http://www.amazon.com/Bargaining-Advantage-Negotiation-Strategies-Reasonable/dp/0143036971/ref=pd_bbs_sr_1/103-5417622-0009467?ie=UTF8&s=books&qid=1180628056&sr=8-1
谈判方面最好的书是沃顿商学院 G·理查德·谢尔写的《沃顿商学院最实用的谈判课》。不过我会建议先读《谈判力》（Getting to Yes）来掌握基础。http://www.amazon.com/Bargaining-Advantage-Negotiation-Strat... http://www.amazon.com/Getting-Yes-Negotiating-Agreement-With...
The best book on negotiation is Bargaining for Advantage by G. Richard Shell from Wharton. I would reading Getting to Yes first to get the basics though. http://www.amazon.com/Bargaining-Advantage-Negotiation-Strat... http://www.amazon.com/Getting-Yes-Negotiating-Agreement-With...
说实话，那篇地毯文章里的例子并不好。如果你想理解并运用谈判技巧，去读谢尔的《沃顿商学院最实用的谈判课》吧：http://www.amazon.com/dp/0143036971/
actually this example in the rug essay is not a good one. If you want to understand & use negotiation, read Shell's "Bargaining for Advantage": http://www.amazon.com/dp/0143036971/
……年，读一本相关的书是非常划算的。如果你能通过谈判多拿到哪怕一次 1000 美元的奖金，买书的钱就带利息全挣回来了。关于谈判我推荐两本书：《先说不》（Start with No）和《沃顿商学院最实用的谈判课》。如果你没什么经验、需要通用的谈判策略，我推荐第一本；如果你是个有经验的谈判者想进一步提升，我推荐第二本。几年前……
…years, reading a book on it is very worthwhile. If you can negotiate yourself an extra $1000 bonus, once, the book has paid for itself with interest. The two books I recommend there are Start with No and Bargaining for Advantage. I'd recommend the first if you need a general purpose bargaining strategy and aren't experienced. I'd recommend the second if you're an experienced bargainer who is looking to improve. A few years…