Mastering High-Stakes Negotiations: A Practical Guide: How to Successfully Manage Risks in Difficult Negotiations
暫譯: 掌握高風險談判：實用指南：如何在困難的談判中成功管理風險
Goßen, Andreas
- 出版商: Springer
- 出版日期: 2026-04-07
- 售價: $3,240
- 貴賓價: 9.5 折 $3,078
- 語言: 英文
- 頁數: 120
- 裝訂: Quality Paper - also called trade paper
- ISBN: 3662728141
- ISBN-13: 9783662728147
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相關分類:
管理與領導 Management-leadership
海外代購書籍(需單獨結帳)
相關主題
商品描述
Negotiations are rarely purely factual discussions - they involve psychology, strategy, and tactics. Those who react unprepared quickly lose influence. This practical guide shows you how to stay in control under pressure, actively steer the process, and act with confidence in critical moments. Through realistic case studies, you will learn what truly matters - from making strong demands to de-escalating tense situations. To negotiate successfully, you need more than arguments: you need a clear structure and the right approach. Discover proven strategies to break through deadlocks, manage escalations, and confidently handle uncertainty, tactical maneuvers, and complex dynamics. An indispensable resource for anyone conducting negotiations under pressure - whether in the boardroom, operational teams, digital environments, or crisis management. This handbook provides the essential tools.
商品描述(中文翻譯)
談判很少是純粹的事實討論——它們涉及心理學、策略和戰術。那些未做好準備的人很快會失去影響力。本實用指南將教你如何在壓力下保持控制，主動引導過程，並在關鍵時刻自信行動。通過現實的案例研究，你將學到真正重要的內容——從提出強烈要求到緩解緊張局勢。要成功談判，你需要的不僅僅是論點：你需要清晰的結構和正確的方法。發現經過驗證的策略，以突破僵局、管理升級，並自信地應對不確定性、戰術操作和複雜的動態。這是任何在壓力下進行談判的人的必備資源——無論是在董事會、操作團隊、數位環境還是危機管理中。本手冊提供了必要的工具。
作者簡介
Andreas Goßen is an expert and trainer in negotiation management. He advises international companies, start-ups, and leadership teams in particularly critical situations - from M&A transactions and pricing negotiations in procurement and sales to collective bargaining with social partners and crisis scenarios such as cyberattacks or economic extortion. After several years at a renowned negotiation institute, serving on the expert board of TH Köln (Research Center for Business Mediation and Negotiation), and completing advanced studies in negotiation management at IMD (Lausanne) and INSEAD (Paris), he shares in this book proven strategies, tactical principles, and practical approaches that every negotiator can apply directly to their own cases.
作者簡介(中文翻譯)
安德烈亞斯·戈森 是談判管理方面的專家和培訓師。他在特別關鍵的情況下為國際公司、初創企業和領導團隊提供建議——從併購交易、採購和銷售中的定價談判，到與社會夥伴的集體談判，以及面對網路攻擊或經濟勒索等危機情境。經過在一家知名談判研究所的多年工作，擔任科隆應用科技大學（TH Köln）商業調解與談判研究中心的專家委員會成員，並在洛桑的IMD和巴黎的INSEAD完成談判管理的進階研究後，他在本書中分享了每位談判者都可以直接應用於自己案例的經驗策略、戰術原則和實用方法。
