Middlemarch的谈判

IF 0.8 4区 管理学 Q4 MANAGEMENT
D. Read, T. Hills
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引用次数: 1

摘要

我们分析了乔治·艾略特的伟大小说《米德尔马契》中的一段谈判:一个关于乡村生活的故事。艾略特是最优秀的社会互动编年史家之一,他可能比任何人都了解谈判的过程及其在社区中的作用。讨论中的谈判发生在一位富有的银行家和他的一位前同事之间,这位同事开始(或者可能只是最终)勒索他。我们用这个案例来讨论广泛的谈判原则,并展示它如何提供对谈判前的重要性的见解,准备的作用,移情和关系的培养(即使你不愿意),以及关注自己的BATNA而不是对手的问题。最后,我们为虚构的谈判者(也为我们)提供了六个关键的谈判经验,并简要说明了虚构和“非虚构”谈判如何有助于我们理解如何学习和改进谈判实践。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
A Negotiation in Middlemarch
We analyse a negotiation drawn from George Eliot’s great novel Middlemarch: A story of provincial life. Eliot was one of the finest chroniclers of social interaction, and understood the process of negotiation and its role in the community perhaps as well as anyone. The negotiation in question is between a wealthy banker and one of his former associates who sets out (or perhaps just ends up) blackmailing him. We use this case to discuss a wide range of negotiation principles, and show how it provides insights into the importance of the prenegotiation, the role of preparation, empathy and the fostering of relationships (even when you would prefer not to), and the problems of focusing on one’s own BATNA rather than your counterparts’. We conclude with six key negotiation lessons for the fictional negotiator (and for us), and with a brief account of how both fictional and “non-fictional” negotiations can contribute to our understanding of how to learn about and improve negotiation practice.
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来源期刊
CiteScore
1.80
自引率
12.50%
发文量
36
期刊介绍: Negotiation Journal is committed to the development of better strategies for resolving differences through the give-and-take process of negotiation. Negotiation Journal"s eclectic, multidisciplinary approach reinforces its reputation as an invaluable international resource for anyone interested in the practice and analysis of negotiation, mediation, and conflict resolution including: - educators - researchers - diplomats - lawyers - business leaders - labor negotiators - government officials - and mediators
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