Гэвин Кеннеди - Переговоры. Полный курс
Итак, два традиционных переговорщика, крайне довольные заключенной сделкой, отмечали свой успех в 15 метрах друг от друга. Разумеется, они оба могли бы настоять на том, чтобы определить цену, основываясь на объективных критериях, но разве это сделало бы их счастливее? Сомневаюсь. Взаимная удовлетворенность результатом – вот истинная мера успеха переговоров.
Одним словом, если это работает, не ищите лучшего.
Компания Negotiate Limited проводит семинары и учебные занятия, в основе которых лежат концепции и методы, представленные в этой книге. Для получения более подробной информации об этих услугах пришлите свою визитную карточку или позвоните:
Dr Gavin Kennedy
Negotiate Limited
Consultant Negotiators
22 Braid Avenue
Edinburgh
EH10 6EE
United Kingdom
Тел.: [44] (0) 131 452 8404 Факс: [44] (0) 131 452 8388
Примечание
К счастью, сегодня мужчины доминируют в мире бизнеса не в такой степени, как раньше, однако, приводя цитаты из книг, написанных в 1970-х и 1980-х гг., я, естественно, не менял их язык с учетом современных реалий. В «Переговорах: Полный курс» я в свободном порядке чередовал местоимения «он» и «она», когда говорил о переговорщиках, не отдавая предпочтение первому, или использовал чудовищное «его или ее» при упоминании одного участника переговорного процесса, так как, на мой взгляд, «он/она» не выдерживает никакой критики.
Приложения
Приложение 1
Библиография
Atkinson, G. G. M. (1975), The Effective Negotiator, Newbury, Negotiating Systems.
Atkinson, G. [G. M.] (1990), Negotiate the Best Deal: Techniques that Really Work, London, Institute of Directors.
Axtell, R. E. (1990), Do’s and Taboos around the World, New York, John Wiley.
Bacharach, S. B. and Lawler, E. J. (1981), Bargaining: Power, Tactics and Outcomes, San Francisco, Jossey – Bass.
Bazerman, M. H. and Neale, M. A. (1992), Negotiating Rationally, New York, Free Press.
Bierman, H. S. and Fernandez, L. (1993), Game Theory With Economic Applications, Reading, Mass, Addison-Wesley.
Blau, P. M. (1964), Exchange and Power in Social Life, New York, John Wiley.
Bles, M. and Low, R. (1987), The Kidnap Business, London, Pelham Books.
Braudel, F. (1979), Civilisation and Capitalism, 15th – 18th Century[10], London, Collins, Harper-Row.
Carlisle, J. (1980), «Successful training for effective negotiators», Journal of European Industrial Training, вып. 4, № 1, с. 99–102.
Carlisle, J. and Parker, J. C. (1989), Beyond Negotiation: Redeeming Customer-supplier Relationships, Chichester, John Wiley.
Cartwright, J. (1991), Unequal Bargaining: A Study in Vitiating Factors in the Formation of Contracts, Oxford, Oxford University Press.
Chamberlain, N. W. (1951), Collective Bargaining, New York, McGraw-Hill.
Coddington, A. (1968), Theories of the Bargaining Process, Allen & Unwin, London.
Coker, E. and Stuttard, G. (1976), Industrial Studies 2: The Bargaining Context, London, Arrow Books.
Connor, A. (1995), Dirty Negotiating Tactics and Their Solutions, Ely, Cambs, UK, Wyvern Crest.
Cross, J. G. (1965), «A theory of the bargaining process», American Economic Review, вып. 55, с. 67–94.
Dahl, R. A. (1957), «The concept of power», Behavioural Science, т. 2, с. 201–218.
Douglas, A. (1957), «The peaceful settlement of industrial and intergroup disputes», Journal of Conflict Resolution, вып. 1, с. 69–81.
Douglas, A. (1962), Industrial Peacemaking, New York, Columbia University Press.
Druckman, D. (ed.) (1977), Negotiations: Social-psychological Perspectives, Beverly Hills, Sage.
Emerson, R. E. (1962), «Power-dependence Relations», American Sociological Review, вып. 27, с. 31–42.
Fisher, R. (1969), International Conflict for Beginners, Harper & Row, New York.
Fisher, R. and Ury, W. L. (1981), Getting to Yes: Negotiating Agreement Without Giving In, Boston, Houghton Mifflin.
Fisher, R., Ury, W. L. and Patton, B. (1991), Getting to Yes: Negotiating an Agreement Without Giving in[11] (revised edn), London, Century Business.
French, J. R. P. and Raven, B. (1959), «The bases of social power», in D. Cartwright (ed.), Studies in Social Power, Ann Arbor, MI, Institute of Social Research, с. 183–205.
Friedman, M. (1957), A Theory of the Consumption of Function, Princeton, New Jersey, Princeton University Press.
Fuller, G. (1991), The Negotiator’s Handbook, Englewood Cliffs, NJ, Prentice-Hall.
Galanter, M. (1984), «Words of deals: using negotiation to teach about legal proceedings», Journal of Legal Education, вып. 34, с. 268–276.
Gauthier, D. (1979), «Bargaining our way into morality: a do-it-yourself primer», Philosophical Exchange, вып. 2, с. 15–27.
Gauthier, D. (1985), «Bargaining and justice», Social Philosophy and Policy, вып. 2, с. 20–47.
Gauthier, D. (1986), Morals by Agreement, Oxford, Oxford University Press.
Genn, H. (1987), Hard Bargaining: Out of Court Settlement in Personal Injury Actions, Oxford, Oxford University Press.
Gilbert, M. A. (1980; 1996), How to Win an Argument, New York, John Wiley.
Gilkey, R. W. and Greenhaugh, L. (1986), «The role of personality in successful negotiating», Negotiation Journal: On the Process of Dispute Settlement, вып. 2, № 3, с. 245–256.
Glaser, R. and Glaser, C. (1991), Negotiating Style Profile: facilitator guide, King of Prussia, Pennsylvania, Organisation Design and Development Inc.
Gottchalk, A. W. G. (1974, 1990), Teaching Notes, London Business School: Negotiation Course Manual, unpublished.
Gottchalk, A. [W. G.] (1993), The Negotiating Guide, London, Group A. G.
Gottlieb, M. and Healy, W. J. (1990), Making Deals: The Business of Negotiating, New York, New York Institute of Finance.
Gulliver, P. H. (1979), Disputes and Negotiations: A Cross-cultural Perspective, New York, Academic Press.
Hall, L. (ed.) (1993), Negotiation: Strategies for Mutual Gain, London, Sage.
Hampden, C. and Trompenaars, F. (1993), The Seven Cultures of Capitalism: Value Systems for Creating Wealth in the United States, Britain, Japan, Germany, France, Sweden and the Netherlands[12], New York, Doubleday.
Hatsock, N. (1985), «Exchange theory: critique from a feminist standpoint», Current Perspectives in Social Theory, вып. 6.
Herman, M. G. and Kogan, N. (1977), «Effects of negotiator’s personalities on negotiating behaviour», in Druckman, D. (ed.), (1977), op. cit.
Hirschman, A. O. (1970), Exit Voice and Loyalty, Cambridge, Mass., Harvard University Press.
Hodgson, J. (1994), Thinking on Your Feet in Negotiations, London, Pitman.
Hoffman, E. (1951), The True Believer: Thoughts on the Nature of Mass Movements, New York, Harper and Row.
Hofstede, G. (1980), Culture’s Consequences, Beverly Hills, Sage.
Hofstede, G. (1980b), Cultures and Organisations: Software of the Mind, New York, McGraw-Hill.
Holmes, G. and Glaser, S. (1991), Business-to-Business Negotiation, Oxford, Butterworth-Heineman.
Jandt, F. E. (1985), Win-win Negotiating: Turning Conflict into Agreement, New York, John Wiley.
Johnson, R. A. (1993), Negotiation Basics: Concepts, Skills, and Exercises, Newbury Park, Ca., Sage.
Karass, C. L. (1968), A Study of the Relationship of Negotiator Skill and Power as Determinants of Negotiation Outcomes, PhD Thesis, University of Southern California, Los Angeles (unpublished).
Karass, C. L. (1970), The Negotiating Game, New York, Thomas Y. Crowell.
Karass, С. L. (1974), Give and Take: The Complete Guide to Negotiating Strategies and Tactics, New York, Thomas Y. Crowell.
Kennedy, G. (1972), Productivity Bargaining: A Case Study in the Petroleum Industry, 1964–1971, Glasgow, University of Strathclyde, MSc Thesis (unpublished).
Kennedy, G. (1982; 1989; 1997), Everything is Negotiable, London, Century Hutchinson.
Kennedy, G. (1985), Negotiate Anywhere, London, Century.
Kennedy, G. (1990; 1996), The Negotiate Trainer’s Manual, Edinburgh, Negotiate.
Kennedy, G. (1991), Negotiation: a Distance Learning Text, London, Pitman Publishing.
Kennedy, G. (1992), The Perfect Negotiation, New York, Wings Books.
Kennedy, G. (1993, 1997), Pocket Negotiator: The Essentials of Negotiation from A to Z, London, The Economist and Profile Books.
Kennedy, G. (1993; 1996), Kennedy’s Simulations for Negotiation Training, Aldershot, Gower.
Kennedy, G., Benson, J. and McMillan, J. (1980, 1982, 1984, 1987), Managing Negotiations, London, Business Books.
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.
