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.
这本书的写作风格非常独特，让我耳目一新。作者的语言既有深度又不失幽默，读起来一点都不枯燥。我最欣赏的一点是，他没有空泛地讲大道理，而是引用了大量真实的案例，这些案例都非常有代表性，让我能够感同身受，也更容易将书中的理论转化为实际行动。比如，书中讲到如何处理那些“固执己见”的谈判对手，不是通过强硬的对抗，而是通过巧妙地引导，让对方自己说出矛盾点，然后逐步解决。我试着在工作中的一个棘手项目上应用了书中的一些沟通策略，效果比我预期的还要好。领导非常赞赏我的处理方式，同事们也表示合作起来更加顺畅了。 书中关于“创造性解决方案”的部分，对我来说也是一个巨大的启发。我之前总觉得谈判就是分蛋糕，一方拿多了，另一方就必然会少。但这本书让我意识到，很多时候，我们可以通过一些创新的方式，把蛋糕做大，让双方都受益。它鼓励我们跳出思维定势，去探索那些“第三条路”。这让我联想到我在生活中遇到的一些矛盾，可能我之前总是想着如何“让步”或者“坚持”，而没有去想有没有可能找到一个全新的解决方案，既能满足我的核心需求，也能让对方满意。这本书就是这样，它在不断地激发你的思考，让你成为一个更主动、更有创造力的沟通者。 还有一点让我非常着迷的是，书中对“信任建立”的阐述。很多时候，我们之所以无法达成一致，并非是因为利益上的分歧，而是因为缺乏信任。这本书详细地剖析了信任的构建过程，以及如何通过持续的真诚沟通、兑现承诺等方式来赢得对方的信任。它让我明白，信任不是一蹴而就的，而是需要时间去沉淀和积累的。我开始更加重视在每一次沟通中，都展现出自己的诚意和可靠性，即使在一些小事上，也努力做到言出必行。这种长期的坚持，我相信一定会在未来的谈判中发挥巨大的作用。 让我惊喜的是，书中还探讨了“文化差异”在谈判中的影响。这一点我之前几乎没有考虑过，但确实非常重要。不同文化背景的人，在沟通方式、价值观念、甚至谈判策略上都可能存在很大的差异。作者通过一些跨文化的案例，生动地展示了这些差异可能带来的误解和冲突，以及如何去规避这些风险。这让我意识到，在与不同文化背景的人打交道时，需要更加细致和敏感，去了解他们的文化习惯，并做出相应的调整。这本书真的是从多个维度，全方位地提升我的谈判能力。 总而言之，这本书不仅仅是一本关于谈判的书，更是一本关于如何更好地与人相处、如何更好地理解他人的书。它教会我，在高情商的指引下，谈判可以不再是充满硝烟的战场，而是一种更富有人性化、更具建设性的交流方式。我强烈推荐这本书给那些在工作和生活中，希望能够更有效地与人沟通，并最终实现双赢的朋友们。