책 이미지
책 정보
· 분류 : 국내도서 > 자기계발 > 협상/설득/화술 > 협상
· ISBN : 9791159016172
· 쪽수 : 456쪽
책 소개
목차
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
저자소개
책속에서
사람마다 생각하고 행동하는 것이 다르다. 인종과 지역에 따라서, 좁게는 가풍(家風) 때문에도 차이를 보인다. 이 많은 요소들 을 뭉뚱그려서 사람들은 ‘문화가 다르다’고들 이야기한다. 문화 인류학자 이광규 선생이 “사회적으로 축적된 경험으로서 한 종
족이나 민족이 오랫동안 시행착오를 반복하면서 이루어 놓은 생활양식”이라 말한 그것.
문화에 대한 다른 논자들의 표현을 더하면 ‘한 특정 집단이 함께 공유하는 가치나 규범, 믿음’ 등으로 부를 수도 있다. 어떤 집단에 속한 개인은 그 집단이 공유해 온 생활양식이나 가치 규범속에서 나고 자란다. 이 과정에서 그의 무의식 속에 내면화한 물질적·정신적 규범이나 믿음들이 대화 시 팔의 절반 거리로 다가서게 하거나 팔 하나 길이로 물러나게 하는 것이다.