论企业谈判管理创新

A new look at the management of the negotiation

基于对谈判管理的系统思考,提出应转变“情景式管理”为“制度化战略管理”的观点,将谈判的管理从过程控制层面延展到战略、过程、组织三个层次,并结合实例对如何制定谈判战略,如何把握利益和关系以及如何进行组织支持进行了说明。

From a view of systematic thinking,this paper argues that we should discard the traditional situational view to manage negotiation,and consider this problem at a more strategically institutional level.After that,it extends the process-control model to an architecture,with the strategy on the top,process in the middle and organizational support at the bottom.It also discusses some key problems,including how to scheme the negotiation strategy,how to cope with deal and relationship,and how to construct the organizational support.