Гэвин Кеннеди - Переговоры. Полный курс

Kennedy, G. and Webb, R. J. (1996), «The game of strife», Supply Management, 23 April.

Kniveton, В. (H.) (1989), The Psychology of Bargaining, Aldershot, Avebury.

Koch, Jr. H. W. (1988), Negotiator’s Factomatic™, Englewood Cliffs, NJ, Prentice-Hall.

Kolb, D. M. (1995), «The love for three oranges or: what did we miss about Ms. Follett in the library?», Negotiation Journal, вып. 11, № 4, с. 339–348.

Kreps, D. M. (1990), Game Theory and Economic Modelling, Oxford, Oxford University Press.

Kuhn, R. L. (1988), Deal Maker: All the Negotiating Skills and Secrets You Need, New York, John Wiley.

Lax, A. D. and Sebenius, J. K. (1986), The Negotiator as Manager: Bargaining for Cooperation and Competitive Gain, New York, Free Press Macmillan.

Lee, R. and Lawrence, P. (1991), Politics at Work, Cheltenham, Stanley Thorne.

Levin, E. (1980), Negotiating Tactics: Bargaining Your Way to Winning, New York, Fawcett Columbine.

Levinson, H. M. (1966), Determining Forces in Collective Wage Bargaining, New York, John Wiley.

Lewis, D. V. (1981), Power Negotiating Tactics and Techniques, Englewood Cliffs, NJ, Prentice-Hall.

Lewis, R. D. (1996), When Cultures Collide: Managing Successfully Across Cultures, London, Nicholas Brealey.

McMillan, J. (1992), Games Strategies and Managers, New York, Oxford University Press.

MacWillson, A. C. (1992), Hostage Taking Terrorism: Incident-response Strategy, Basingstoke, Macmillan.

Malin, S. (1984), The Negotiation Edge, Palo Alto, Calif., Human Edge Software Corporation.

Marsh, P. D. V. (1974, 1984), Contract Negotiation Handbook, Epping, Gower Press.

Mastenbroek, W. (1989), Negotiate, Oxford, Basil Blackwell.

Mauss, M. (1954; 1996), The Gift: Forms and Functions of Exchange in Archaic Societies, London, Routledge & Kegan Paul.

Morley, I. E. and Stephenson, G. M. (1977), The Social Psychology of Bargaining, London, George Allen & Unwin.

Morrison, W. F. (1985), The Prenegotiation Planning Book, New York, John Wiley.

Mulholland, J. (1991), The Language of Negotiation: a handbook of practical strategies for improving communication, London, Routledge.

Murninghan, J. K. (1992), Bargaining Games: A New Approach to Strategic Thinking in Negotiations, New York, William Morrow.

Nash, J. F. (1950), «The bargaining problem», Econometrica, вып. 18, с. 155–162.

Neale, M. A. and Bazerman, M. H. (1991), Cognition and Rationality in Negotiation, New York, Free Press.

Neuman, J. von and Morgenstern, O. (1944), Theory of Games and Economic Behaviour[13], Princeton, NJ, Princeton University Press.

Nierenberg, G. I. (1968), The Art of Negotiating: Psychological Strategies for Gaining Advantageous Bargains, New York, Cornerstone Library.

Nierenberg, G. I. (1973), The Fundamentals of Negotiating, New York, Hawthorn Books.

Nierenberg, G. I. (1985, 1986), The Art of Negotiating®: User’s Manual for IBM PC’s and Compatibles, Berkeley, CA., Experience in Software.

Pigou, A. C. (1920), The Economics of Welfare, London, Macmillan, с. 11.

Pillar, P. R. (1983), Negotiating Peace: War Termination as a Bargaining Process, Princeton, NJ, Princeton University Press.

Polanyi, K. (1957), The Great Transformation, Boston, Beacon Press.

Poundstone, W. (1993), Prisoner’s Dilemma, Oxford, Oxford University Press.

Rackham, N. (1972), «Controlled pace negotiation: as a new technique for developing negotiating skills», Industrial and Commercial Training, с. 266–275.

Rackham, N. (1987), Making Major Sales, Aldershot, Gower.

Rackham, N. (1988), Account Strategy for Major Sales, Aldershot, Gower.

Rackham, N. and Carlisle, J. (1978), «The effective negotiator Part 1: the behaviour of successful negotiators», Journal of European Industrial Training, вып. 2, № 6, с. 161–165.

Rackham, N. and Carlisle, J. (1979), «The effective negotiator Part 2: the behaviour of successful negotiators», Journal of European Industrial Training, вып. 2, № 7, с. 129–136.

Rackham, N. and Morgan, T. (1977), Behaviour Analysis in Training, London, McGraw-Hill.

Rackham, N. and Ruff, R. (1991), Managing Major Sales: Practical Strategies for Improving Sales Effectiveness, New York, Harper Collins.

Raiffa, H. (1982), The Art and Science of Negotiation, Cambridge, Mass., Harvard University Press.

Rapoport, A. (1966), Two-Person Game Theory: The Essential Ideas, Ann Arbor, University of Michigan Press.

Rapoport, A. (1974), Fights, Games and Debates, Ann Arbor, University of Michigan Press.

Rawls, J. (1972), A Theory of Justice, Oxford, Oxford University Press.

Ringer, R. J. (1973), Winning Through Intimidation, New York, Fawcett Crest.

Ringer, R. J. (1977), Looking Out for Number 1, New York, Fawcett Crest.

Robinson, C. (1990), Winning at Business Negotiations: A Guide to Profitable Deal Making, London, Kogan Page.

Rojot, J. (1991), Negotiation: From Theory to Practice, London, Macmillan.

Rose, C. (1987), Negotiate and Win: The Proven Methods of the Negotiation Workshop, Melbourne, Lothian Publishing.

Ross, H. L. (1970), Settled Out of Court: The Social Process of Insurance Claims Adjustment, Chicago, Aldine.

Royal Bank of Scotland (1992), Negotiation in Practice, Edinburgh, Royal Bank of Scotland.

Rubin, J. Z. and Brown, B. R. (1975), The Social Psychology of Bargaining and Negotiation, London, Academic Press.

Sahlins, M. (1972), Stone Age Economics, Chicago, Aldine Atherton.

Schelling, Т. C. (1960), The Strategy of Conflict, Cambridge, Mass., Harvard University Press.

Schelling, Т. C. (1966), Arms and Influence, New Haven, Yale University Press.

Schoenfield, M. K. and Schoenfield, R. M. (1991), The McGraw-Hill 36-Hour Negotiating Course, New York, McGraw-Hill.

Shackle, G. L. S. (1957), «The nature of the bargaining process», in Dunlop, J. T. (ed.), The Theory of Wage Determination: proceedings of a conference held by the International Economic Association, London, Macmillan.

Sheppard, P. and Lapeyre, B. (1993), Negotiate in French and English: Negocier en Anglais comme en Francais, London, Nicholas Brealey.

Sheridan, D. L. (1991), Negotiating Commercial Contracts, London, McGraw-Hill.

Sigmund, K. (1993), Games for Life: Explorations in Ecology, Evolution and Behaviour, London, Penguin.

Simon, H. A. (1955), «A behavioral model of rational choice», The Quarterly Journal of Economics, вып. 69, февраль, с. 99–118.

Slaikeu, K. A. (1996), When Push Comes to Shove: A Practical Guide to Mediating Disputes, San Francisco, Jossey-Bass.

Smith, A. (1776), An Inquiry in to the Nature and Causes of the Wealth of Nations, London.

Smith, H. B. (1988), Selling Through Negotiation: The Handbook of Sales Negotiation, New York, Amacom.

Snyder, G. H. and Diesing, P. (1977), Conflict Among Nations: bargaining, decision-making and system structure in international crises, Princeton, NJ, Princeton University Press.

Sperber, P. (1983), Fail-Safe Business Negotiating: Strategies and Tactics for Success, Englewood Cliffs, NJ, Prentice-Hall.

Stevens, С. M. (1958), «On the theory of negotiation», Quarterly Journal of Economics, вып. 73, с. 77–93.

Ury, W. (1991), Getting Past No[14], London, Century Business.

Ury, W. L., Brett, J. M. and Goldberg, S. B. (1988), Getting Disputes Resolved: designing systems to cut the costs of conflict, San Francisco, Jossey-Bass.

Valentyne, P. (1991), Contractarianism and Rational Choice: essays on David Gauthier’s «Morals by Agreement», New York, NY, Cambridge University Press.

Walton, R. E. and McKersie, R. B. (1965), A Behavioural Theory of Labour Negotiation: an analysis of a social interaction system, New York, McGraw-Hill.

Weintraub, E. R. (1975), Conflict and Co-operation in Economics, Basingstoke, Macmillan.

Wildavsky, A. (1964), The Politics of the Budgetary Process, New York, Little, Brown.

Williams, G. R. (1983), Legal Negotiation and Settlements, St. Paul, Minn., West Publishing.

Young, O. R. (ed.) (1975), Bargaining: Formal Theories of Negotiation, Urbana, Chicago, University of Illinois Press.

Zartman, I. W. and Berman, M. R. (1982), The Practical Negotiator, New Haven, Yale University Press.

Zartman, W. (1975), «Negotiations: theory and reality», Journal of International Affairs, вып. 9, с. 68–77.

Zeuthen, F. (1930), Problems of Monopoly and Economic Warfare, London, Routledge & Kegan Paul.

Ziglar, Z. (1984), Zig Ziglar’s Secrets of the Closing of the Sale[15], Old Tappan, NJ, Fleming H. Revell.

Вас попросили прочитать примеры предложения или сделки (глава 4) и прокомментировать, в чем ошибочность каждого из них. Далее приведены мои пояснения.

1. «Если я соглашусь предоставить вам 10-процентную скидку, сделаете ли вы более крупный заказ?» (предложение)

Это предложение-вопрос, а не предложение-утверждение. Предложения-вопросы сигнализируют о неуверенности спрашивающего.

Неправильно, когда предложение предваряет условие.

«Если вы сделаете более крупный заказ, то я подумаю о скидке».

2. «Как насчет семипроцентной скидки, если вы сделаете заказ на 1 млн единиц товара в месяц?» (сделка)