无所不在的谈判课作者:[法] 冯海 |
本书讲述了34个新奇、有趣的故事,介绍了不同文化背景中的人们如何解决争端,并由此揭示了行之有效的谈判策略和技巧。内容涉及谈判的定义和范围,问题的界定及参照点,风险与压力管理,升级与陷阱,欺骗、轨迹和谋略,公平与权利问题,文化问题与身份,第三方调解等方面。
冯海(Guy Olivier Faure),中欧国际工商学院访问教授。北京大学光华管理学院特邀教授,法国巴黎索邦大学主讲国际谈判主讲教授。在美国《外交词典》一书中被评为“历史上有名的谈判大师之一”,著有《国际谈判:分析、方法、问题》等多本有关谈判的书籍。日前,经常斡旋于中东等地的国际及商业谈判。
EDUCATIONAL BACKGROUND:
Ph.D. in Sociology, the Sorbonne University, Paris, France
TEACHING INTERESTS:
Professor Faure is Professor of Sociology at the Sorbonne University, Paris, where he teaches “International Negotiation”, “Conflict Resolution”, and “Strategic Thinking and Action.” His major research interests are in business and diplomatic negotiations, especially with China, focusing on strategies and cultural issues. He also is concerned with developing interdisciplinary approaches in such domains as terrorism, and engages in consulting and training activities with enterprises, multinational companies, governments and international organisations. Among them: UNESCO, The European Union, The World Trade Organisation. He is referenced in the Diplomat’s Dictionary published by the United States Peace Press, Washington, 1997. He is also quoted as one of the "2000 outstanding Scholars of the 21st Century" by the International Biographical Centre, Cambridge, U.K. He has lectured in a number of renowned universities and institutions such as Harvard Law School, New York University, Johns Hopkins University, Peking University, Jiaotong University, and Fudan University etc.
RECENT PUBLICATIONS:
Professor Faure is a member of the editorial board of the three major international journals dealing with negotiation theory and practice: International Negotiation, Negotiation Journal, and Group Decision and Negotiation. Professor Faure has authored, co-authored and edited 15 books and over 80 articles. Among his most recent publications are How People Negotiate, Escalation and Negotiation with William Zartman, and La négociation décloisonnée. Together with the late Jeffrey Z. Rubin, he published Culture and Negotiation. His works have been published in twelve different languages. Two of his books have been published in Chinese.
CORPORATE EXPERIENCE:
Among the major companies Professor Faure worked with in China or on Chinese issues are: Générale des Eaux, Framatome, Thomson-CSF, Spotimage, Alcatel, Dassault, Lafarge, GEC-Alsthom, SNECMA, Air Liquide, Cegelec, Carrefour, Chargeurs, Camaïeu, L‘Oréal, Chanel, Schlumberger, Schneider Electric, Thalès, Bongrain, Auchan, Nestlé, ICI, General Electric, Bayer, Philips, AT&T, Siemens, Henkel, General Motors, Lucent Technologies, Gillette, TCL, CNOOC-Shell.
导言
第一部分 谈判的定义和范围
1.与工艺品谈判
西西莉亚•德蒙
2.马之间会谈判吗?
弗朗索瓦•波尔贡
3.与自己谈判
维克多•克雷门约克
第二部分 问题的界定与参照点
4.亚伯拉罕与上帝
节选自《圣经》
5.从不多付一分钱
纳西尔•艾德-丁•科贾
6.完美的对调
《涑水纪闻》
7.乞丐需要改善生活
苏里亚•苏坎塔(Surya Sukanta)
8.冷藏室里的谈判
I.威廉•札特曼(I.William Zartman)
9.共同支付交通罚单
杨洪刚(音同)
10.小物一件
王大千(音同)
11.女孩的愿望
Amy Tan
第三部分 风险与压力管理
12.骑车在北京
Guy Olivier Faure
13.喇合与侦探
出自《圣经》,由史蒂芬•布莱姆斯(Steven Brams)讲述
14.图什拉塔对埃及法老的请求
Serdar Güner 和Daniel Druckman
第四部分 升级与陷阱
15.牡蛎与诉讼人
《拉封丹寓言》
16.耐心的问题
克里斯汀•苏尔尼亚(Christine Sournia)
17.愚蠢的卖蛋人
李湘凌(音同)
18.骆驼背上
Evangelos Papadopoulos
第五部分 欺骗、诡计和谋略
19.牙婆
冯梦龙,Ankhy Ia陈述
20.中国侄子/中国外甥
匿名
第六部分 公平
21.密码
王向宏(音同)
22.哪一半属于我?
Nasir ed—Din Khodja
23.浮士德式的交易
Alexander Mehlmann讲述
第七部分 权力问题
24.在韩国买卖哈母
宋熙金
25.拒绝统一
安妮•福尔•布特里亚(Anne Faure Bouteiller)
26.你付船钱了吗?
乔安娜 R.卡梅隆
27.遭遇“绿色访客”
查尔斯-爱德华•德•苏尔曼(Charles-douard de Suremain)
第八部分 文化问题与身份
28.餐厅里的争执
Lambros Anagnostopoulos
29.国外亲身经历
佛朗西斯∙ 邓
30.性欲旺盛的丈夫与专横跋扈的婆婆
M.法乌尔
第九部分 第三方的干涉与调节
31.新几内亚高地的和平谈判
威廉 L. 乌里
32.尼亚贝达惨剧
姆治•迦旺•奥丹尤(Mzee Javan Odenyo)
33.牙齿怎么不见了
理查德 T. 安图(Richard T. Antoun)
34.亲属平台内的谈判
纳泽•奥兹楚吾•楚吾(Nze Ozichukwu Chukwu)
结论
参考文献