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하버드 협상 강의 [Harvard Negotiation Lecture]
- 하버드는 왜 협상에 주목할까? [Why Does Harvard Pay Attention to Negotiations?]
- Narrated by: 채정우
- Length: 8 hrs and 24 mins
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Publisher's summary
"비즈니스도, 일상생활도 매 순간이 협상의 장이다"
더 나은 인생을 살게하는 나만의 협상력을 갖춰라!
인생에서 발생하는 자잘한 충돌이나 관계를 얼마나 잘 처리하느냐가 우리 인생의 성공 여부를 결정하고, 나아가 원하는 삶을 살 가능성을 높여준다. 그 중심에는 바로 '얼마나 잘 협상할 줄 아는가'가 있다. 비즈니스에서 더 좋은 성과를 만들어내는 것은 물론이고, 심지어 가족들과 저녁 메뉴를 고를 때조차 말 한마디만 잘해도 그 과정과 결과를 더 나아지게 만들지 않는가.
협상만으로도 돈이 없어도 돈을 벌게 하고, 평생의 비즈니스 동반자를 얻고, 감정 싸움 없는 근사한 하루를 보낼 수 있다. 이 책을 통해 협상의 무한한 매력을 하나씩 찾아갈 수 있을 것이다.
목차
PART1. 협상의 매력
"세 치 혀로 세상을 정복하다"
첫 번째 수업| 협상이란 무엇인가?
1 모든 순간이 협상이다
2 돈이 없어도 돈을 버는 방법
3 협상의 강력한 무기, 매력
4 은근슬쩍 부리는 말재주
5 엉덩이에 더 많은 협상 카드를 깔고 앉아라
6 무조건 '최고'가 늘 좋은 것은 아니다
하버드 협상 사례| 루스벨트 선거 캠프의 난제
두 번째 수업| 협상의 고수, 그들이 알고 싶다
1 진정한 협상가의 10가지 개성
2 그들은 쉽게 양보하지 않는다
3 처칠을 감동시킨 보디랭기지?
4 IBM기업의 PC사업 인수 작정
5 상대의 시간을 빼앗는 기술
하버드 협상 사례| 링컨은 어떻게 노예를 해방시켰나
세 번째 수업| 하버드식 협상의 기술(ICON 모델)
1 이익에 주목하라(Interests)
2 모두가 이기는 전략(Criteria)
3 감정을 뺀 객관적 기준(Option)
4 최고의 BATNA 찾기(No-Agreement Alternatives)
하버드 협상 사례| 영국 광산기업의 윈-윈 전략
PART2. 협상의 단계
"듣기부터 말하기까지"
네 번째 수업| 적게 말하고 많이 듣기
1 협상의 시작은 경청이다
2 하버드의 기술적 경청법
3 록펠러를 설득한 입장 바꾸기의 힘
4 먼저 말하는 사람이 진다
5 침묵은 상대를 긴장시킨다
6 말 속에 숨은 뜻
7 협상 상대, 그를 파악하라
하버드 협상 사례| 미국이 파나마 운하 독점 사용권을 차지한 전략
다섯 번째 수업| 가짜 정보를 이용하는 법
1 가짜 정보를 발견했을 때
2 속임수도 협상의 일부이다
3 거짓말을 다루는 법
4 참일까, 거짓일까?
5 본질에 집중한 크라이슬러의 전략
하버드 협상 사례| 니렌버그의 역발상 협상법
여섯 번째 수업| 심리적 방어 무너뜨리기
1 여러 개의 작은 이익과 하나의 커다란 손실
2 정보가 가장 중요하다
3 유머로 상대를 제압하라
4 설득의 고수가 되는 법
5 정보는 말발보다 중요하다
6 성공의 청사진을 제시하라
하버드 협상 사례| 루스벨트를 설득한 삭스
PART3.
Please note: This audiobook is in Korean.
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