【谈判英文影印版】埃米尼亚伊瓦拉等编写.pdf
HarvardBusinessSchool 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.
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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