具体描述
1. 风靡全球畅销书，哈佛谈判理论奠基性著作。
2. 哈佛大学谈判心理学教授、谈判小组负责人五年磨一剑诚意作品，四十年谈判研究成果初公开！3. 《福布斯》 《谈判杂志》优秀图书推荐，CPR（国际冲突预防与解决研究院）“优秀图书奖”。
4. 《好好说话》作者黄执中诚挚作序，《我是演说家》冠军熊浩倾情翻译。
5. 《情商》作者丹尼尔·戈尔曼《高效能人士的七个习惯》作者史蒂芬·柯维推荐阅读！ 6. 谈判，是一种压力下的人际沟通。懂得情绪控制，就能轻松赢得谈判！
商品详情 -- 作者简介
作者简介罗杰·费希尔（Roger Fisher）畅销书《谈判力》《沟通力》作者，白宫谈判外脑，哈佛大学谈判组负责人。四十多年谈判研究、写作及教学经验。
曾帮助卡特总统设定谈判流程，帮助埃及和以色列签订《戴维营协议》，并协助多国领导人解决国际争端。
丹尼尔·夏皮罗（Daniel Shapiro）哈佛大学谈判组副主任。曾在麻省理工学院斯隆管理学院任教，为企业高管和外交官传授谈判技巧。
拥有丰富的国际经验，曾为塞尔维亚议会成员、中东谈判者、马其顿的政客们以及美国高级官员等提供培训。
译者简介熊浩任教复旦大学法学院，法律硕士中心主任，上海市浦江学者，香港大学法学博士，哈佛大学法学院富布赖特学者，传思律阁律商学院特聘导师，实验辩论发起人，《一站到底》战神、《我是演说家》第三季、第四季全国总冠军。 许占功金融行业从业人员，曾翻译《真爱子女》等书。
《高情商谈判》—— unlocking the unspoken dynamics of influence and agreement In the intricate dance of human interaction, where desires often collide and opinions diverge, the art of negotiation stands as a crucial skill. It’s not merely about stating demands or presenting evidence; it’s a profound exploration of human psychology, empathy, and strategic communication. "High EQ Negotiation" delves deep into this nuanced realm, offering a comprehensive guide to mastering the subtle yet powerful currents that shape every interaction, leading to mutually beneficial outcomes. This book is not about manipulation or coercive tactics. Instead, it champions a revolutionary approach that prioritizes understanding, connection, and emotional intelligence as the bedrock of successful negotiation. It recognizes that at the heart of every transaction, whether it's a boardroom deal, a family discussion, or a casual marketplace haggle, lie human beings with their own unique motivations, fears, and aspirations. By understanding and effectively navigating these emotional landscapes, negotiators can unlock doors that would otherwise remain shut. The foundational premise of "High EQ Negotiation" is that true influence stems from genuine connection and understanding. It argues that while logical arguments have their place, it is our ability to connect with the other party on an emotional level that truly breaks down barriers and fosters trust. This book will guide you through the process of developing and honing this vital skill, transforming you from a mere participant in negotiations to a masterful conductor of collaborative agreements. Chapter 1: The Emotional Compass – Understanding the Nuances of Emotional Intelligence in Negotiation This initial chapter lays the groundwork by defining emotional intelligence (EQ) within the context of negotiation. It unpacks the core components of EQ: self-awareness, self-regulation, motivation, empathy, and social skills. Readers will learn how a high EQ equips them to recognize their own emotional triggers and manage their reactions effectively, preventing impulsive decisions and maintaining composure under pressure. Crucially, it emphasizes the ability to accurately perceive and interpret the emotions of others, understanding not just what they say, but what they truly feel. This chapter will provide practical exercises and self-assessment tools to help readers gauge their current EQ levels and identify areas for growth. It will illustrate how a lack of emotional awareness can lead to misunderstandings, escalating conflict, and ultimately, failed negotiations. Conversely, it will highlight how the astute observation of subtle emotional cues – body language, tone of voice, facial expressions – can reveal underlying concerns, hidden agendas, and opportunities for compromise. Chapter 2: The Architecture of Agreement – Deconstructing the Negotiation Process with Empathy Moving beyond the abstract, this chapter dissects the anatomy of a negotiation, revealing the underlying psychological architecture that dictates its progression. It introduces a framework that emphasizes empathy not as a passive feeling, but as an active strategic tool. Readers will learn how to shift their perspective from a purely transactional mindset to one of collaborative problem-solving. This involves understanding the other party's underlying interests, not just their stated positions. The book will offer techniques for active listening, where the goal is not just to hear words, but to truly comprehend the speaker's message, including the emotional subtext. It will explore the power of reflective questioning – asking questions that encourage the other party to elaborate, clarify, and even discover their own needs more deeply. This chapter will also introduce the concept of "empathic mapping," a visual tool to help negotiators chart the emotional landscape of the negotiation, identifying potential points of friction and areas of common ground. Chapter 3: The Art of Connection – Building Rapport and Trust as the Foundation for Influence Negotiation is fundamentally a human interaction. This chapter emphasizes that without rapport and trust, even the most compelling arguments will fall flat. It provides actionable strategies for building immediate and lasting connections with the other party. Readers will discover the power of genuine curiosity, the art of finding common ground beyond the immediate negotiation topic, and the importance of authentic self-disclosure in fostering vulnerability and reciprocity. This chapter will delve into the subtle yet impactful techniques of mirroring and matching – aligning non-verbal cues to create a sense of subconscious connection. It will also address how to overcome initial resistance and defensiveness, transforming potentially adversarial encounters into opportunities for building bridges. The book will offer examples of how small gestures of kindness, genuine appreciation, and a shared sense of humor can dramatically shift the dynamic of a negotiation. Chapter 4: Decoding the Unspoken – Mastering Non-Verbal Communication and Emotional Cues Much of communication is non-verbal. This chapter empowers negotiators to become astute observers and interpreters of this silent language. It provides an in-depth exploration of body language – posture, gestures, eye contact, facial micro-expressions – and their implications in a negotiation setting. Readers will learn to recognize signs of confidence, anxiety, agreement, disagreement, and deception. Furthermore, this chapter will analyze the impact of vocal tone, pitch, and pace, demonstrating how these elements can convey emotions and influence perception far more than the words themselves. Practical exercises will be provided to help readers develop their observational skills and practice interpreting these cues in real-time. The book will also address the importance of cultural differences in non-verbal communication, ensuring that interpretations are contextually appropriate. Chapter 5: The Empathic Response – Navigating Difficult Emotions and Conflict Resolution Negotiations are rarely smooth sailing. This chapter equips readers with the tools to effectively manage and navigate challenging emotions, both their own and those of the other party. It will introduce techniques for de-escalating tension, diffusing anger, and responding empathetically to frustration or disappointment. Readers will learn the power of validating emotions without necessarily agreeing with the underlying sentiment. This involves phrases like "I understand why you feel that way" or "It sounds like this is very important to you." The chapter will also explore strategies for reframing negative statements into opportunities for problem-solving, and for addressing objections constructively rather than defensively. It will provide a step-by-step approach to conflict resolution that prioritizes preserving the relationship while still achieving negotiation objectives. Chapter 6: The Art of Persuasion – Influencing Through Understanding and Value Creation This chapter redefines persuasion, moving away from forceful argument towards a model of influence rooted in understanding and value creation. Readers will learn how to present their proposals in a way that resonates with the other party's needs, interests, and values. This involves framing offers in terms of benefits and solutions, rather than just demands. The book will explore the psychological principles of reciprocity, scarcity, and social proof, demonstrating how to apply them ethically and effectively within a negotiation context. It will also introduce the concept of "anchoring" and "concession strategies" from an emotional intelligence perspective, focusing on how to make offers and counter-offers in a way that fosters goodwill and encourages collaboration. The emphasis will be on creating win-win scenarios where both parties feel heard, understood, and that they have achieved a favorable outcome. Chapter 7: Strategic Empathy in Action – Applying High EQ to Diverse Negotiation Scenarios This chapter brings the principles of "High EQ Negotiation" to life through practical application in a variety of real-world scenarios. It will provide case studies and detailed examples of how to apply the learned techniques in different contexts, such as salary negotiations, business partnerships, customer service interactions, and even personal relationships. Each case study will highlight the specific EQ strategies employed, the emotional dynamics at play, and the resulting successful outcomes. Readers will be encouraged to analyze these scenarios and draw parallels to their own experiences. This chapter will also address the challenges of negotiating across different personalities, cultures, and power dynamics, offering tailored advice for navigating these complexities with emotional intelligence. Chapter 8: Sustaining the Agreement – Building Long-Term Relationships Through High EQ The culmination of a successful negotiation is not just the signed agreement, but the strength of the relationship that underpins it. This final chapter focuses on how to leverage high EQ to foster long-term partnerships and ongoing collaboration. It explores the importance of follow-through, consistent communication, and ongoing empathy in maintaining trust and goodwill. Readers will learn how to proactively address potential future issues, handle disagreements that may arise post-agreement with grace and understanding, and continue to build upon the foundation of trust established during the negotiation process. The book concludes by reiterating that high EQ negotiation is not a destination, but a continuous journey of learning, growth, and connection, ultimately leading to more fulfilling and sustainable relationships and agreements. "High EQ Negotiation" is more than just a book; it's a transformative guide designed to equip you with the essential skills to navigate the complexities of human interaction with confidence, empathy, and unparalleled success. It’s an invitation to unlock the unspoken dynamics of influence and agreement, forging stronger connections and achieving more meaningful outcomes in every aspect of your life.
这本书我读完了，说实话，在读之前我其实是有点半信半疑的。我一直觉得自己是个逻辑思维比较强的人，遇到问题习惯性地分析利弊，然后理性地给出解决方案。但有时候，即使道理都讲清楚了，对方还是不为所动，甚至会引发更大的抵触情绪，这让我很困惑。我总觉得，谈判不仅仅是纯粹的逻辑对抗，总还有些我看不懂的“软实力”在起作用。《高情商谈判》这本书，就像一把钥匙，悄悄地开启了我对这些“看不见”因素的认知。 我尤其喜欢书中关于“倾听”的部分。以前我以为倾听就是“听进去”对方说的话，但这本书让我明白，真正的倾听是“听懂”对方的情绪和需求，是站在对方的角度去理解他们的顾虑。书里举了很多生动的例子，比如如何通过肢体语言、语气语调去捕捉对方的真实想法，以及如何用“同理心”回应，让对方感受到被理解和尊重。我尝试着在一些日常沟通中运用这些技巧，发现效果真的不一样。以前我习惯性地打断对方，急于表达自己的观点，现在我会先耐心地听完，然后用“我理解你的感受是……”这样的句式来回应，对方的抵触情绪明显减少了，反而愿意进一步沟通。这让我意识到，情商在谈判中，真的是比高智商更重要的武器。 让我印象深刻的还有书中关于“情绪管理”的章节。很多时候，谈判陷入僵局，或者最终破裂，往往是因为双方情绪失控。我之前也遇到过这种情况，在激烈的争论中，自己的情绪很容易被点燃，然后说出一些后悔的话，让局面更加糟糕。这本书提供了很多实用的方法来应对这种情况，比如“暂停法”，即在感到情绪激动时，主动要求短暂休息，给自己冷静下来的时间。还有“情绪标签法”，就是给自己的情绪一个明确的命名，比如“我感到有点沮丧”，这样可以帮助自己更好地理解和控制情绪。这些方法听起来简单，但在实际操作中却非常有效。我尝试在面对压力和冲突时，先深呼吸，然后默默地给自己贴上情绪标签，发现自己能够更快地恢复平静，以更理性的态度去处理问题。 还有一部分内容让我眼前一亮，那就是关于“非语言沟通”的解读。我们常常忽略了言语之外的交流，而这本书却对此进行了深入的剖析。书中详细讲解了眼神、表情、手势、姿态等非语言信号所传递的信息，以及如何通过解读对方的非语言信号来判断其真实意图，又如何通过调整自己的非语言信号来增强沟通效果。我以前只关注自己想说什么，却很少注意自己的肢体语言是否在传递负面信息。读完这本书，我开始有意识地去观察自己的站姿、眼神，以及与对方保持的距离。比如，在谈判中，保持眼神交流，但不过于逼视，用开放的姿态，这些都能让对方感到更自在，也更容易建立信任。 总的来说，《高情商谈判》这本书为我打开了一个全新的视角。它不是那种教你“套路”的技巧书，而是从根本上引导你去理解人与人之间的互动模式。书中强调的“双赢”理念，以及如何在维护自身利益的同时，也关注对方的需求，这让我觉得非常有启发。我不再把谈判看作是一场零和博弈，而是把它看作是一种增进理解、寻求共同解决方案的过程。这本书的价值远不止于职业谈判，它对于改善我的人际关系，提升我的生活品质，都有着不可估量的影响。我真的非常推荐给所有希望在人际交往中更加游刃有余的朋友们。