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15分鐘書房EP#122 : 哈佛這樣教談判力 : Getting to Yes by William Ury✨ 加入《15分鐘書房-內圈》，搶先獲得每本書的幕後筆記、重點精華，還能親自票選下一集想聽的書！ 成為內圈成員再享專屬折扣與獨家好康 👉 https://t.me/bookroom15mins-------------------------------------------------------------------------------《哈佛這樣教談判力》(Getting to Yes) 是 Roger Fisher、William Ury 與 Bruce Patton 基於哈佛大學談判項目所撰寫的經典著作，對現代談判理論產生深遠影響。該書提出「原則性談判」(Principled Negotiation) 方法，主張用一套系統性的談判框架替代傳統且低效的「立場式談判」(Positional Bargaining)，以促進雙方達成高效、智慧且互利的協議，同時維護甚至改善關係。原則性談判的核心理念原則性談判的四大核心原則為：將人與問題分開 (Separate the People from the Problem)：強調處理情緒、觀點及溝通問題，避免將人際衝突與實質問題混淆。對對方觀點以理解和同理回應，積極聆聽，使用「我訊息」表達感受。關注利益，而非立場 (Focus on Interests, Not Positions)：探究雙方立場背後的深層需求和擔憂，擴展解決方案空間。立場是「你決定要什麼」，利益才是「驅動該決定的原因」。為共同利益創造選擇方案 (Invent Options for Mutual Gain)：透過腦力激盪等方式，避免零和思維，創造多元解決方案，策略上將餅做大後再分配。堅持使用客觀標準 (Insist on Using Objective Criteria)：以市場價值、法律先例或科學依據等公平標準評價方案，避免利用意志力較量。BATNA：談判權力的基石BATNA (Best Alternative to a Negotiated Agreement) 指談判者在無法達成協議時的最佳替代方案，是決定談判權力的關鍵。強大的 BATNA 使談判者有拒絕不利協議的底氣，且成為衡量任何提案的標準。對 BATNA 的深入理解強調：BATNA 不一定非得是談判破裂後的「最後手段」，而應是談判準備的「第一步」。BATNA 可能不是一個獨立外部選項，對長期關係中的雙方來說可能相互依存。任何人都有某種形式的替代方案，即使是受困境如失業，這也是一種 BATNA。傳統立場式談判的局限立場式談判通常包括各方先提出堅持立場，爭辯立場，再進行讓步以求妥協。該方式被批評因其：容易造成不明智結果，因固守立場而犧牲深層利益。低效率，耗費大量時間在讓步拉鋸。容易損害雙方關係，激發負面情緒及對抗。在多方談判中難以突破僵局。對原則性談判的批評與修正學術界指出該方法過於理想化，忽略權力不對等和零和博弈普遍存在，也存在文化適用性限制，適用多為西方直接和理性文化。James J. White 批評本書缺乏嚴謹學術證據。FBI 前人質談判專家 Chris Voss 指出該法在面對非理性對手或高風險情境不足。Jim Sebenius 教授對 BATNA 提出了修正，指出 BATNA 可能是另一份談判協議，且是相互依賴的，BATNA 的強化應從談判前置階段開始，並提出三種策略性的「不」：戰術性拒絕、重置式暫停及最終拒絕。原則性談判的實際應用商業中，藍十字藍盾保險透過原則性談判與競爭對手合作創立合資企業。國際外交範例包括1978年戴維營協議，採用單一文本程序促成以色列與埃及和平。團隊管理中，用於解決資源分配和信任問題，促進合作。William Ury 後續作品深化理念，引入「去陽台」(暫離情緒冷靜思考)、「第三贏」(考慮社群利益) 等，提升談判的成熟度。結論《哈佛這樣教談判力》以原則性談判及 BATNA 概念重塑談判觀念，重點由零和競爭轉為合作解決問題。儘管其理論有侷限與批評，成熟談判者應靈活運用，結合批判思維與實務戰術，方能在跨文化、權力不均的複雜情境下取得理想共贏。以上內容基於所提供文本及最新相關研究綜合整理，約四千字詳盡解析了《哈佛這樣教談判力》的核心思想、實務應用與學術討論，為深入理解與運用該經典著作提供完整框架與洞見.
2025-11-0825 min
Murakamy Podcast#108 Wie verhandelt man richtig, Dr. Kai Monheim?In dieser Episode des Murakamy Podcasts ist Dr. Kai Monheim zu Gast, und es geht darum, wie gute Verhandlungen funktionieren. Kai ist CEO von Egger Philips in Hamburg und beschäftigt sich bereits seit vielen Jahren intensiv mit Verhandlungsstrategien. Als erfahrener Verhandlungstrainer folgt er dabei der Harvard-Methode. Er bereitet Teams gezielt darauf vor, in wichtigen Verhandlungen – etwa auf dem Weltklimagipfel – ihre Interessen klar zu kommunizieren und diese Verhandlungen erfolgreich abzuschließen. Kai erläutert, warum es entscheidend ist, die Interessen des Gegenübers genau zu verstehen und zu erkennen, welche Motive hinter den Positionen des Verhandlungspartners stecken. Außerdem spricht er darübe...
2025-05-151h 37
🧠 _Master Negotiator James Sebenius Reveals the Secrets Every Leader Needs to Win Any Negotiation Podcast: Future Ready Leadership With Jacob Morgan (LS 51 · TOP 0.5% what is this?)Episode: Master Negotiator James Sebenius Reveals the Secrets Every Leader Needs to Win Any NegotiationPub date: 2024-11-18Get Podcast Transcript →powered by Listen411 - fast audio-to-text and summarizationHow do top leaders close impossible deals and get buy-in from the toughest stakeholders? James Sebenius, Professor of Business Administration at Harvard and co-founder of Harvard's Negotiation Program, has been involved with the world's most successful negotiation cases. In today's episode, he reveals the top strategies that make gre...
2024-12-191h 02
Cold CallHow Entertainment Lawyer John Branca Negotiated for the Beatles Songs CatalogIn 1985, pop music superstar Michael Jackson instructed his attorney, John Branca, to bid for the Northern Songs music catalog, which contained the songs of the Beatles. In a challenging negotiation, Branca secured the rights to the collection.
Over the next three decades, first as Jackson’s attorney and later as the executor of his estate, Branca undertook numerous complex negotiations to secure and expand Jackson’s music publishing empire until it became the largest music publishing company in the world.
Harvard Business School professor James K. Sebenius joins host Brian Kenny and a live audience of H...
2024-11-2631 min
The PERColator PodcastEpisode 45: The Power of No in BargainingNo might be the scariest word in negotiations where the goal is to reach an agreement where both sides can say yes. But could there be an upside to the use of No in bargaining? Join Chris and Matt as they talk about ways that a nuanced use of No can be a helpful tool in the negotiations process. References:Never Split the Difference, Chris VossStart With No, Jim CampThree Kinds of No, James Sebenius
2024-11-1928 min
The Future Of Work With Jacob MorganMaster Negotiator James Sebenius Reveals the Secrets Every Leader Needs to Win Any NegotiationHow do top leaders close impossible deals and get buy-in from the toughest stakeholders? James Sebenius, Professor of Business Administration at Harvard and co-founder of Harvard’s Negotiation Program, has been involved with the world’s most successful negotiation cases. In today’s episode, he reveals the top strategies that make great negotiators. Drawing from icons like Bob Iger, Jim Baker, and Henry Kissinger, James shares the keys to negotiation that every leader needs: when to use “intermediate moves” to gain advantage, why the best negotiators think like chess players, why “setup” is everything in negotiation, and how to balance empath...
2024-11-181h 02Future Ready Leadership With Jacob MorganMaster Negotiator James Sebenius Reveals the Secrets Every Leader Needs to Win Any NegotiationHow do top leaders close impossible deals and get buy-in from the toughest stakeholders? James Sebenius, Professor of Business Administration at Harvard and co-founder of Harvard’s Negotiation Program, has been involved with the world’s most successful negotiation cases. In today’s episode, he reveals the top strategies that make great negotiators. Drawing from icons like Bob Iger, Jim Baker, and Henry Kissinger, James shares the keys to negotiation that every leader needs: when to use “intermediate moves” to gain advantage, why the best negotiators think like chess players, why “setup” is everything in negotiation, and how to balance empath...
2024-11-181h 02
Negotiate AnythingJim Sebenius: Real-World Lessons from High-Stakes NegotiationsWant to share your thoughts?Fill out our listener formRequest A Customized Workshop For Your CompanyIn this insightful episode of Negotiate Anything, host Kwame Christian sits down with Jim Sebenius, a Harvard Business School professor, negotiation expert, and host of the new podcast Dealcraft. Sebenius shares valuable insights on the importance of strategic preparation, understanding cultural contexts, and the essential role of setup in achieving successful negotiations. Drawing on real-world case studies, including an Arizona scientific project and high-stakes joint ventures in Mexico, Sebenius illustrates the necessity of co...
2024-11-0853 min
Dealcraft: Insights from Great NegotiatorsColin Powell the Negotiator I: Best Practices from Successful Dealmaking and Dispute ResolutionIn 2015, before a rapt Harvard audience, Colin Powell recounted his poignant and incredible life story and career with me and my colleagues Bob Mnookin and Nick Burns. Interwoven into his remarkable accounts were lessons drawn from profound success and deep failure in negotiation. In this week's episode of Dealcraft: Insights from the World's Great Negotiators, I share three short examples of success from these conversations with Powell:
Dealing with Vladimir Putin over the Anti-Ballistic Missile Treaty
Negotiating with the Chinese government in a tense incident over the release of the crew of a U.S. spy p...
2024-11-041h 01Dealcraft: Insights from Great NegotiatorsColin Powell the Negotiator I: Best Practices from Successful Dealmaking and Dispute ResolutionIn 2015, before a rapt Harvard audience, Colin Powell recounted his poignant and incredible life story and career with me and my colleagues Bob Mnookin and Nick Burns. Interwoven into his remarkable accounts were lessons drawn from profound success and deep failure in negotiation. In this week's episode of Dealcraft: Insights from the World's Great Negotiators, I share three short examples of success from these conversations with Powell:
Dealing with Vladimir Putin over the Anti-Ballistic Missile Treaty
Negotiating with the Chinese government in a tense incident over the release of the crew of a U.S...
2024-11-0359 minDealcraft: Insights from Great NegotiatorsNegotiating with a (Very) Hard Bargainer (Vladimir Putin)When facing any negotiating counterpart, especially a very tough one, it is wise to learn as much as possible about their background, likely approach, and tactics that can turn the interaction to your advantage. This episode uses Vladimir Putin as a prototypical hardball opponent and shows just how much one can usefully learn by speaking with others who have extensively and personally negotiated with this challenging Russian leader. Via interviews withformer U.S. Secretaries of State Colin Powell, Condoleezza Rice, Hillary Clinton, John Kerry, and Rex Tillerson (who also carried out many negotiations with Putin when Ti...
2024-10-2856 minDealcraft: Insights from Great NegotiatorsSteve Schwarzman II: HardballWhile the hallmark of the first episode with Steve Schwarzman involved his probing deeper interests and forging creative solutions, this episode draws lessons from several negotiations in which Schwarzman either played hardball or was the target of hardball tactics. Broader lessons on handling such moves derive from how Steve dealt with these challenges.This week's episode is based on four Harvard Business School Case studies by Dealcraft host Jim Sebenius which can be found here:James K. Sebenius, and Alex Green. "Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of th...
2024-10-0759 minDealcraft: Insights from Great NegotiatorsNegotiating At and Away from the Table“At the table moves”—including establishing rapport, connection, and relationships—include Hillary Clinton dealing with Vladimir Putin, artist Jeanne-Claude, who with her husband Christo, won over countless stakeholders to build their massive outdoor art installations, as well as former Secretary of State James Baker, and Disney CEO Bob Iger. Protagonists whose “away from the table” moves to shape the underlying situation in their favor include former Colombian President Juan Santos dealing with a guerrilla group, Christiana Figueres quietly building powerful external support prior to the Paris climate negotiations, former Goldman Sachs managing partner Steve Friedman, and music industry super-lawyer John Branca h...
2024-09-161h 16Dealcraft: Insights from Great NegotiatorsJohn Branca I: Negotiating Michael Jackson’s ThrillerThe most viewed music video of all time, Michael Jackson’s Thriller, was almost destroyed before it was released except for some almost unbelievable negotiations by music industry super-lawyer, John Branca, over 30 of whose clients have been inducted into the Rock & Roll Hall of Fame—ranging from Bob Dylan and the Rolling Stones to Michael Jackson and Dr Dre. Incidentally, this episode reveals how Branca was able to negotiate for Jackson the ownership of his master recordings, an almost unprecedented feat at the time.For educators and negotiation fans looking to take a deep dive...
2024-09-0939 min
The Mergers & Acquisitions PodcastImprove your negotiation skills with David LaxNegotiation is a key aspect of M&A. In this episode David Lax shows us to approach your negotiation with a broader perspective, using the 3D negotiation technique developed by David and his co-author Professor James Sebenius of Harvard Business School. Their book 3D Negotiation combines their experiences as negotiators and advisors in negotiation with their academic knowledge. David Lax is Co-Founder and Managing Principal of Lax Sebenius LLC, a negotiation strategy consulting firm, and Distinguished Fellow at the Harvard Negotiation Project. Hosted on Acast. See acast.com/privacy for more information.
2024-07-1939 min
Kelli Confidential: Negotiation Essentials Empowering Extraordinary WomenEpisode 34: Does Win-Win Still Work?Send us a textDoes Win-Win in deal-making still really work? It depends on the true intentions of the parties and whether you can block out societal conditioning. And for women, this is a cautionary tale - one that you'll really want to listen to because the win-win strategy might be hurting you. And are there more effective ways to getting to yes? We answer those questions and more in this episode. Let's jump in!Citations and Resources: ✨ ✨Clark, John. “Creating and Claiming Value in Negotiation and Mediation”. Oxford Mediation. On...
2024-05-2225 min
The Interfaith Roundtable with Rabbi MarkFour Critical Challenges Within the American Jewish Community with Professor Robert MnookinRabbi Mark speaks with Professor Robert H. Mnookin about the modern Jewish identity in America in celebration of the paperback release of his book, The Jewish American Paradox: Embracing Choice in a Changing World. Together they discuss four critical challenges that the modern American Jew comes across when it comes to their community. Professor Mnookin flips the narrative and asks Rabbi Mark about his history, before the interview continues with anecdotes from Professor Mnookin's experience as a negotiator and his reflections on current events. Robert H. Mnookin is the Samuel Williston Professor of Law at H...
2023-03-2450 min
Tinsley Park TalksDavid Lax: Secrets of Deal Making – Lessons from a Harvard Business School ProfessorWelcome to another episode of Tinsley Park Talks with host Najeeb Baqui, and guest David Lax who studied math, statistics and social science at Princeton, Stanford and Harvard where he received a PhD in statistics and began his professional career as a professor at Harvard Business School, where he taught HBS's first course solely on negotiation and co-founded HBS’s first executive course on negotiation.
He began advising companies in complex negotiations and formed Lax Sebenius LLC with his HBS coauthor to advise in negotiations and to help companies improve their capability to do consistently better in negot...
2022-09-281h 02
Conflict, Power & PersuasionVictoria Pynchon - Essential Salary Negotiation StrategiesVictoria Pynchon is an author, keynote speaker, and was a consultant and trainer at She Negotiates, which she co-founded in 2010. She wrote a thrice-weekly negotiation blog at ForbesWoman for more than two years and has written lengthier pieces for CNN International, the American Bar Association Journal and other niche practice magazines.
As a speaker, writer and consultant in the women’s negotiation and leadership niche, Victoria has been interviewed or mentioned by the Wall Street Journal, NPR, the New York Times, CNN Opinion Bloomberg Business week and others.
Victoria is also the author of two bo...
2022-05-1353 min
Thinking Through with LJCoercive and Nuclear Negotiations with Professor Eugene B. KoganTo understand what Coercive and Nuclear Negotiations are I discuss with Professor Eugene B. Kogan, a researcher and an expert in the power dynamics of negotiation. This is also the core of his fast-paced and interactive pro-seminar offering an in-depth introduction to the principles and dynamics of coercive and nuclear negotiations around the world with a focus on a few conflicts for reference.The world is now overwhelmed with a few ongoing negotiation processes over conflicts with multiple actors in the global north and south countries. Although the list of these conflicts might be probably endless depending...
2022-04-0831 min
Thinking Through with LJCoercive and Nuclear Negotiations with Professor Eugene B. KoganTo understand what Coercive and Nuclear Negotiations are, I discuss with Professor Eugene B. Kogan, a researcher and an expert in the power dynamics of negotiation. This is also the core of his fast-paced and interactive pro-seminar, offering an in-depth introduction to the principles and dynamics of coercive and nuclear negotiations worldwide, focusing on a few conflicts for reference.
The world is now overwhelmed with a few ongoing negotiation processes over conflicts with multiple actors in the global north and south countries. Although the list of these conflicts might be probably endless depending on how each conflict...
2022-04-0831 min
Besser verhandeln - PRM-Andreas SchraderEpisode 90 - 3-D Negotiation - Buchbesprechung mit Andreas Winheller VIDavid Lax uns James Sebenius gehören zur Champions League der Verhandlungsführung. Das haben wir ja bereits festgestellt, als wir The Manager as Negotiator hier besprochen haben. 2006 veröffentlichten die beiden mit 3-D Negotiation ein weiteres Meisterwerk, was meine Eingangsthese nochmal untermauert. Dieses Buch liefert in meinen Augen einen größeren Mehrwert als so manches Fach, welches ich im Studium belegt hatte. Und das hängt NATÜRLICH NICHT damit zusammen, dass ich heute reifer an solche Inhalte rangehe oder mich das Thema offensichtlich mehr interessiert 😉 Natürlich nicht 😉 Zu dieser Buchbesprechung habe ich logischerweise wieder das wandelnde Verhandlungs-Wikipedia an meiner Seit...
2022-03-011h 22
KNOWLEDGE IS FREE6 Habits of Highly Effective negotiators by James k Sebenius summaryGlobal dealmakers data staggering dollar 3.3 trillion worth of m&a transactions in 1999 and it's only a fraction of the capital that pass through negotiators that year
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2022-01-0820 min
Law Firm Growth PodcastHow to Use Design Thinking to Become a Better Negotiator with David Johnson>> Get the newest LFG episodes delivered to your inbox when you Sign Up for our Newsletter.Resource Links:Connect with David Johnson on LinkedInMentioned in this episode: Beyond the Deal: Wage a 'Negotiation Campaign' by James Sebenius; Bargaining for Advantage by G. Richard ShellNegotiation isn’t the only skill you need to close your next consultation. Get access to our free consultation masterclass when you join our Facebook group A hallmark of a great attorney is the ability to negotiate effectively. But great negotiation skills are vital beyond just the courtroom. Being able to convince and...
2021-08-0344 min
Besser verhandeln - PRM-Andreas SchraderEpisode 78 - the manager as negotiator - Buchbesprechung mit Andreas Winheller IIDank meines mittelmäßig-ausgeprägtem Selbstwertgefühls 😂, stelle ich mal die Behauptung in den Raum: Die Achtziger haben uns viel Gutes beschert. Neben der Glanztat, die meine Eltern vollbrachten ;D entsprangen musikalische Größen wie die Toten Hosen oder Nena, die eins der prägenden Gesichter der Neuen deutschen Welle war, dieser Epoche. Und auch für die Welt der Verhandlungen war das ein entscheidendes Jahrzehnt. Ury & Fisher veröffentlichten Getting to yes – das Harvard-Konzept. Ein Buch, das nahezu jeder kennt oder zumindest schon mal davon gehört hat, sofern er oder sie sich mit Verhandlungen beschäftigt. Ein weiteres Werk ist ebenfal...
2021-07-2742 min
Harvard UniversityJames K. Sebenius on Kissinger the Negotiator, Negotiating Tactics, and Trump the NegotiatorJames K. Sebenius, the Gordon Donaldson Professor of Business Administration at Harvard Business School and author (with R. Nicholas Burns and Robert H. Mnookin) of Kissinger the Negotiator, talks with Aroop Mukharji (@aroopmukharji) about why Kissinger was an effective negotiator, the lessons we can all learn about negotiation, and Trump’s private sector negotiations.
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Subscribe to the Belfer Center’s YouTube channel for a new episode of Office Hours each month!
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Kissinger the Negotiator: https://www.harpercollins.com/9780062694171/kissinger-the-negotiator/
More about James Sebenius: https://www.belfercenter.org/person/james-k-sebenius
Belf...
2018-09-1044 min
Office HoursJames K. Sebenius on Kissinger the Negotiator, Negotiating Tactics, and Trump the NegotiatorJames K. Sebenius, the Gordon Donaldson Professor of Business Administration at Harvard Business School and author (with R. Nicholas Burns and Robert H. Mnookin) of Kissinger the Negotiator, talks with Aroop Mukharji (@aroopmukharji) about why Kissinger was an effective negotiator, the lessons we can all learn about negotiation, and Trump’s private sector negotiations.
Subscribe to the Belfer Center’s YouTube channel for a new episode of Office Hours each month!
Subscribe to the podcast: http://hvrd.me/K2K330e5mfD'
Kissinger the Negotiator: https://www.harpercollins.com/9780062694171/kissinger-the-negotiator/
More abou...
2018-09-0400 min
Nixon Now PodcastJames Sebenius on Henry Kissinger as Negotiator (Part III)On this edition of the Nixon Now Podcast, we explore how President Nixon’s national security advisor, and later secretary of state Dr. Henry Kissinger crafted and executed negotiating strategies with leaders of foreign countries.
This three part interview was conducted with James Sebenius, the Gordon Donaldson Professor of Business Administration at the Harvard Business School. You can follow the school’s work on Twitter @harvardhbs. Professor Sebenius specializes in analyzing and advising on complex negotiations. In 1982, he co-founded, and still directs the Negotiation Roundtable at Harvard Law school. In 1994, he spearheaded the Business School’s decision to make negotiation a requ...
2018-07-2220 min
Nixon Now PodcastJames Sebenius on Henry Kissinger as Negotiator (Part II)On this edition of the Nixon Now Podcast, we explore how President Nixon’s national security advisor, and later secretary of state Dr. Henry Kissinger crafted and executed negotiating strategies with leaders of foreign countries.
This three part interview was conducted with James Sebenius, the Gordon Donaldson Professor of Business Administration at the Harvard Business School. You can follow the school’s work on Twitter @harvardhbs. Professor Sebenius specializes in analyzing and advising on complex negotiations. In 1982, he co-founded, and still directs the Negotiation Roundtable at Harvard Law school. In 1994, he spearheaded the Business School’s decision to make negotiation a requ...
2018-07-2128 min
Nixon Now PodcastJames Sebenius on Henry Kissinger as Negotiator (Part I)On this edition of the Nixon Now Podcast, we explore how President Nixon’s national security advisor, and later secretary of state Dr. Henry Kissinger crafted and executed negotiating strategies with leaders of foreign countries.
This three part interview was conducted with James Sebenius, the Gordon Donaldson Professor of Business Administration at the Harvard Business School. You can follow the school’s work on Twitter @harvardhbs. Professor Sebenius specializes in analyzing and advising on complex negotiations. In 1982, he co-founded, and still directs the Negotiation Roundtable at Harvard Law school. In 1994, he spearheaded the Business School’s decision to make negotiation a requ...
2018-07-2126 min
Embrace This Mind-Blowing Full Audiobook — Perfect This Weekend.Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level by James K. Sebenius, R. Nicholas Burns, Robert H. MnookinPlease visithttps://thebookvoice.com/podcasts/1/audiobook/329743to listen full audiobooks.
Title: Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
Author: James K. Sebenius, R. Nicholas Burns, Robert H. Mnookin
Narrator: Fred Sanders
Format: Unabridged Audiobook
Length: 10 hours 57 minutes
Release date: May 8, 2018
Ratings: Ratings of Book: 2 of Total 2
Genres: The Americas
Publisher's Summary:
Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors offer a comprehensive examination of one of the most successful dealmakers of all time, Henry Kissinger, and some of his most impressive achievements, including the Paris Peace Accords for...
2018-05-0810h 57Begin The Breakthrough Full Audiobook Experience!Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level by James K. Sebenius, R. Nicholas Burns, Robert H. MnookinPlease visithttps://thebookvoice.com/podcasts/1/audiobook/329743to listen full audiobooks.
Title: Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
Author: James K. Sebenius, R. Nicholas Burns, Robert H. Mnookin
Narrator: Fred Sanders
Format: Unabridged Audiobook
Length: 10 hours 57 minutes
Release date: May 8, 2018
Ratings: Ratings of Book: 2 of Total 2
Genres: Communication Skills
Publisher's Summary:
Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors offer a comprehensive examination of one of the most successful dealmakers of all time, Henry Kissinger, and some of his most impressive achievements, including the Paris Peace Accords for...
2018-05-0810h 57Discover Top Full Audiobooks in History, The AmericasKissinger the Negotiator: Lessons from Dealmaking at the Highest Level by James K. Sebenius, R. Nicholas Burns, Robert H. MnookinPlease visithttps://thebookvoice.com/podcasts/1/audiobook/329743to listen full audiobooks.
Title: Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
Author: James K. Sebenius, R. Nicholas Burns, Robert H. Mnookin
Narrator: Fred Sanders
Format: Unabridged Audiobook
Length: 10 hours 57 minutes
Release date: May 8, 2018
Ratings: Ratings of Book: 2 of Total 2
Genres: The Americas
Publisher's Summary:
Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors offer a comprehensive examination of one of the most successful dealmakers of all time, Henry Kissinger, and some of his most impressive achievements, including the Paris Peace Accords for...
2018-05-0810h 57
Journey Through The Uplifting Full Audiobook Now, Story Seekers!Kissinger the Negotiator by James K. Sebenius, R. Nicholas Burns, Robert H. MnookinPlease visithttps://thebookvoice.com/podcasts/2/audible/97047to listen full audiobooks.
Title: Kissinger the Negotiator
Author: James K. Sebenius, R. Nicholas Burns, Robert H. Mnookin
Narrator: Fred Sanders
Format: mp3
Length: 10 hrs and 57 mins
Release date: 05-08-18
Ratings: 4.5 out of 5 stars, 66 ratings
Genres: Negotiating
Publisher's Summary:
2018-05-0810h 57Access Top-Rated Full Audiobooks in Self-Improvement, Communication SkillsKissinger the Negotiator: Lessons from Dealmaking at the Highest Level by James K. Sebenius, R. Nicholas Burns, Robert H. MnookinPlease visithttps://thebookvoice.com/podcasts/1/audiobook/329743to listen full audiobooks.
Title: Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
Author: James K. Sebenius, R. Nicholas Burns, Robert H. Mnookin
Narrator: Fred Sanders
Format: Unabridged Audiobook
Length: 10 hours 57 minutes
Release date: May 8, 2018
Ratings: Ratings of Book: 2 of Total 2
Genres: Communication Skills
Publisher's Summary:
Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors offer a comprehensive examination of one of the most successful dealmakers of all time, Henry Kissinger, and some of his most impressive achievements, including the Paris Peace Accords for...
2018-05-0810h 57
Access Top-Rated Free Audiobooks in Self-Improvement, Communication SkillsKissinger the Negotiator: Lessons from Dealmaking at the Highest Level by James K. Sebenius, R. Nicholas Burns, Robert H. MnookinPlease visit https://thebookvoice.com/podcasts/1/audiobook/329743 to listen full audiobooks. Title: Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level Author: James K. Sebenius, R. Nicholas Burns, Robert H. Mnookin Narrator: Fred Sanders Format: Unabridged Audiobook Length: 10 hours 57 minutes Release date: May 8, 2018 Ratings: Ratings of Book: 2 of Total 2 Genres: Communication Skills Publisher's Summary: Foreword by Henry Kissinger In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors offer a comprehensive examination of one of the most successful dealmakers of all time, Henry Kissinger, and some of his most impressive achievements, including the Paris Peace Accords...
2018-05-0805 min
Embark On A Sensational Full Audiobook On Your Commute.3-D Negotiation: Powerful Tools for Changing the Game in Your Most Important Deals by James Sebenius, David LaxPlease visithttps://thebookvoice.com/podcasts/1/audiobook/257000to listen full audiobooks.
Title: 3-D Negotiation: Powerful Tools for Changing the Game in Your Most Important Deals
Author: James Sebenius, David Lax
Narrator: Barrett Whitener
Format: Unabridged Audiobook
Length: 10 hours 8 minutes
Release date: August 8, 2011
Ratings: Ratings of Book: 4 of Total 1
Genres: Communication Skills
Publisher's Summary:
Stuck in a 'win-win versus win-lose' mind-set, most negotiators focus on the face-to-face process at the table. In 3-D Negotiation, David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the 'first dimension' of the authors' path-breaking approach, developed from...
2011-08-0810h 08
Access Top-Rated Free Audiobooks in Self-Improvement, Communication Skills3-D Negotiation: Powerful Tools for Changing the Game in Your Most Important Deals by James Sebenius, David LaxPlease visit https://thebookvoice.com/podcasts/1/audiobook/257000 to listen full audiobooks. Title: 3-D Negotiation: Powerful Tools for Changing the Game in Your Most Important Deals Author: James Sebenius, David Lax Narrator: Barrett Whitener Format: Unabridged Audiobook Length: 10 hours 8 minutes Release date: August 8, 2011 Ratings: Ratings of Book: 4 of Total 1 Genres: Communication Skills Publisher's Summary: Stuck in a 'win-win versus win-lose' mind-set, most negotiators focus on the face-to-face process at the table. In 3-D Negotiation, David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the 'first dimension' of the authors' path-breaking approach, developed...
2011-08-0803 minAccess Top-Rated Full Audiobooks in Self-Improvement, Communication Skills3-D Negotiation: Powerful Tools for Changing the Game in Your Most Important Deals by James Sebenius, David LaxPlease visithttps://thebookvoice.com/podcasts/1/audiobook/257000to listen full audiobooks.
Title: 3-D Negotiation: Powerful Tools for Changing the Game in Your Most Important Deals
Author: James Sebenius, David Lax
Narrator: Barrett Whitener
Format: Unabridged Audiobook
Length: 10 hours 8 minutes
Release date: August 8, 2011
Ratings: Ratings of Book: 4 of Total 1
Genres: Communication Skills
Publisher's Summary:
Stuck in a 'win-win versus win-lose' mind-set, most negotiators focus on the face-to-face process at the table. In 3-D Negotiation, David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the 'first dimension' of the authors' path-breaking approach, developed from...
2011-08-0810h 08