쉘 위 니고시에이트?-글로벌 협상 입문서

쉘 위 니고시에이트? 글로벌 협상 마스터가 되기 위한 A to Z. 각종 협상 기술, 협상 자세까지 파악하는 실전 매뉴얼 우리가 살고 있는 이 세계는 거대한 협상 테이블이며, 싫든 좋든 우리 모두는 협상의 참가자다. 우리는 살아가면서 가정, 학교, 직장, 사회에서 많은 갈등을 경험한다. 이를 어떻게 해결하느냐에 따라 인생의 방향이 바뀔 수 있다. 협상 능력이 우리의 삶을 성공으로 이끄는 가장 중요한 요소의 하나인 이유다. STEP A 협상, 소통의 예술을 말하다 STEP B 당신의 협상 파트너는 ‘세계’다 STEP C 글로벌 협상 마스터가 되기 위한 실전 가이드

preface _ 당신은 이미 잠재적 협상가다! ················································ 5 prologue _ 협상이란 무엇인가? ·················································· 15 Step A 협상, 소통의 예술을 말하다 ··············································· 25 part 1 협상하라, 세계의 무대에서 ··············································· 27 part 2 협상 성패의 세 가지 핵심 요소 PTI ············································· 49 part 3 유능한 협상가에게 필요한 ‘이것’ ············································ 93 Step B 당신의 협상 파트너는 ‘세계’다 ················································ 135 part 1 유리한 패를 쥐려면 상대의 문화를 이해하라 ····························· 137 part 2 언어, 세련된 협상 진행을 위한 화룡점정 ························· 167 part 3 사람마다, 나라마다 다른 협상 스타일 ··································· 207 Step C 글로벌 협상 마스터가 되기 위한 실전 가이드 ··········· 259 part 1 첫번째 지침, 준비가 우선이다 ········································· 261 part 2 두 번째 지침, 주도권을 잡아라 ····································· 289 part 3 세 번째 지침, 호혜적 윈-윈 협상이 최고! ························· 307 part 4 네 번째 지침, 대화술이 협상의 성패를 가른다 ······················· 323 part 5 다섯 번째 지침, 좋은 인간관계부터 맺을 것 ···························· 339 part 6 여섯 번째 지침, 은근과 끈기의 DNA를 만들자 ····························· 357 part 7 일곱 번째 지침, 비대면 협상에 익숙해지기 ·································· 371 part 8 여덟 번째 지침, ‘부모-자식’을 넘어 ‘협상의 파트너’로! ···················· 383 part 9 아홉 번째 지침, 로비스트를 활용하라 ········································ 401 part 10 열 번째 지침, 이제, 글로컬라이제이션을 체화하자 ········· 423 epilogue _ 21세기의 새로운 서희를 기다리며 ···························· 437 References _ 참고문헌 ····························································· 445 author _ 저자 정보 ·················································· 451