[谈判英文影印版]埃米尼亚伊瓦拉等编写

【谈判英文影印版】埃米尼亚伊瓦拉等编写.pdfHarvardBusinessSchool CaseSelections(Reprint) 哈佛商学案例精选集(英文影印版)商务基础系列 Business FundamentalsSeries 谈判 Negotiatior HerminiaIbarra 埃米尼亚伊瓦拉 Lyle Sussman 莱尔萨斯曼 等编写 DeborahM.Copyright2001bythePresidentandFellows ofHarvardCollege.Allrightsreserved Nopartofthispublicationmaybereproduced,storedinaretrievalsystem,usedina spreadsheet,or transmitted in anyform orbyany means-electronic,mechanical,photocopying,recording,orotherwise-withoutpriorwrittenpermissionofthe publisher.importantrole,as well,particularlywhen the partiesmeet at thebargaining table.“Two PsychologicalTrapsinNegotiation,”byGeorgeWu,warns of therisksofgetting“anchored”byaggressive offers.Thoughwemayrationallyrecognize other parties demandsasmere startingpoints,unlesswearecarefultheycanunconsciously dis
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