{"title":"成功谈判的三大核心战略","authors":"Hermann Rock","doi":"10.4337/eecj.2024.01.05","DOIUrl":null,"url":null,"abstract":"Professional negotiators always use three core strategies1: a team strategy (the boss does not negotiate); a behavioural strategy, which is based on the Behavior Change Stairway Model (BCSM); both strategies are developed for crisis negotiations and should also be used in Business-to-Business (B2B) negotiations. Furthermore, professional negotiators use a process strategy which is based on the Thomas-Kilmann Conflict Mode Instrument (TKI) and conflict research.","PeriodicalId":102274,"journal":{"name":"The European Energy and Climate Journal","volume":"96 14","pages":""},"PeriodicalIF":0.0000,"publicationDate":"2024-03-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":"{\"title\":\"The three core strategies for successful negotiations\",\"authors\":\"Hermann Rock\",\"doi\":\"10.4337/eecj.2024.01.05\",\"DOIUrl\":null,\"url\":null,\"abstract\":\"Professional negotiators always use three core strategies1: a team strategy (the boss does not negotiate); a behavioural strategy, which is based on the Behavior Change Stairway Model (BCSM); both strategies are developed for crisis negotiations and should also be used in Business-to-Business (B2B) negotiations. Furthermore, professional negotiators use a process strategy which is based on the Thomas-Kilmann Conflict Mode Instrument (TKI) and conflict research.\",\"PeriodicalId\":102274,\"journal\":{\"name\":\"The European Energy and Climate Journal\",\"volume\":\"96 14\",\"pages\":\"\"},\"PeriodicalIF\":0.0000,\"publicationDate\":\"2024-03-28\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"\",\"citationCount\":\"0\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"The European Energy and Climate Journal\",\"FirstCategoryId\":\"1085\",\"ListUrlMain\":\"https://doi.org/10.4337/eecj.2024.01.05\",\"RegionNum\":0,\"RegionCategory\":null,\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"\",\"JCRName\":\"\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"The European Energy and Climate Journal","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.4337/eecj.2024.01.05","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
The three core strategies for successful negotiations
Professional negotiators always use three core strategies1: a team strategy (the boss does not negotiate); a behavioural strategy, which is based on the Behavior Change Stairway Model (BCSM); both strategies are developed for crisis negotiations and should also be used in Business-to-Business (B2B) negotiations. Furthermore, professional negotiators use a process strategy which is based on the Thomas-Kilmann Conflict Mode Instrument (TKI) and conflict research.
求助内容：
应助结果提醒方式：
京公网安备 11010802042870号
