具體描述
1. 風靡全球暢銷書，哈佛談判理論奠基性著作。
2. 哈佛大學談判心理學教授、談判小組負責人五年磨一劍誠意作品，四十年談判研究成果初公開！3. 《福布斯》 《談判雜誌》優秀圖書推薦，CPR（國際衝突預防與解決研究院）“優秀圖書奬”。
4. 《好好說話》作者黃執中誠摯作序，《我是演說傢》冠軍熊浩傾情翻譯。
5. 《情商》作者丹尼爾·戈爾曼《高效能人士的七個習慣》作者史蒂芬·柯維推薦閱讀！ 6. 談判，是一種壓力下的人際溝通。懂得情緒控製，就能輕鬆贏得談判！
商品詳情 -- 作者簡介
作者簡介羅傑·費希爾（Roger Fisher）暢銷書《談判力》《溝通力》作者，白宮談判外腦，哈佛大學談判組負責人。四十多年談判研究、寫作及教學經驗。
曾幫助卡特總統設定談判流程，幫助埃及和以色列簽訂《戴維營協議》，並協助多國領導人解決國際爭端。
丹尼爾·夏皮羅（Daniel Shapiro）哈佛大學談判組副主任。曾在麻省理工學院斯隆管理學院任教，為企業高管和外交官傳授談判技巧。
擁有豐富的國際經驗，曾為塞爾維亞議會成員、中東談判者、馬其頓的政客們以及美國高級官員等提供培訓。
譯者簡介熊浩任教復旦大學法學院，法律碩士中心主任，上海市浦江學者，香港大學法學博士，哈佛大學法學院富布賴特學者，傳思律閣律商學院特聘導師，實驗辯論發起人，《一站到底》戰神、《我是演說傢》第三季、第四季全國總冠軍。 許占功金融行業從業人員，曾翻譯《真愛子女》等書。
《高情商談判》—— 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.
這本書給我帶來的最深刻的感受，就是它的“人性化”視角。作者並不是將談判描繪成冰冷的博弈，而是強調瞭在談判中，情感和人性的重要性。他反復提及“同理心”和“尊重”，讓我明白，即使在最激烈的談判中，也不能失去對對方的尊重，也不能忽略他們內心的感受。我以前可能過於注重邏輯和數據，而忽略瞭對方的情感需求，這本書讓我意識到瞭這種誤區。 我尤其喜歡書中關於“解決衝突”的章節。作者提供的不是一刀切的解決方案，而是強調瞭根據具體情況，靈活運用不同的策略。他提到瞭“迂迴戰術”、“利益交換”以及“共同願景的構建”等等。我嘗試在一次與傢人的爭執中運用瞭“共同願景”的思路，我們都想讓傢庭更加和諧，然後圍繞這個共同的目標，我們更容易找到妥協的辦法。這種將談判思維運用到傢庭生活中，讓我覺得非常新穎和有效。 書中對於“溝通障礙”的分析也非常到位。作者列舉瞭很多常見的溝通障礙，比如“預設偏見”、“信息不對稱”以及“情感誤讀”等等，並提供瞭剋服這些障礙的方法。我以前可能覺得，隻要把話說清楚就好瞭，但這本書讓我認識到，溝通是一個雙嚮的過程，需要雙方共同努力纔能消除障礙。我開始更加注重傾聽，並嘗試用不同的方式來錶達自己的想法，以確保對方能夠真正理解。 讓我驚喜的是，書中還提到瞭“談判中的道德倫理”。作者並沒有鼓勵使用欺騙或操縱的手段，而是強調瞭誠信和正直的重要性。他認為，長期的成功談判，建立在道德的基礎上。這讓我覺得非常受鼓舞，也讓我更加堅定瞭在談判中保持正直的決心。這本書不僅僅是為瞭讓你“贏”，更是為瞭讓你成為一個更值得信賴和尊敬的人。 總的來說，《高情商談判》是一本充滿智慧和洞察力的書籍。它用溫暖而富有哲理的語言，教會我們如何在人際交往中運用情商，去化解矛盾，去建立信任，去達成共贏。我真心推薦這本書給所有希望在生活中擁有更和諧、更有效人際關係的人。