Desperate Negotiation 2

Name: Desperate Negotiation 2
ISBN: 9787572207211

马蒂亚斯·施汉纳 / Huang JingDec 2021

3.6

Word count: 76K words
Chapters: 44
ISBN: 9787572207211

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Summary

We negotiate with the people around us every day: coordinating work matters with colleagues, discussing with a partner who will care for the children and who will do the housework, and talking with a manager about whether a promotion or raise is possible. These are the everyday negotiations of life. For everyday negotiations, we have habitual ways of handling things that generally work every time. But there are other negotiations where, if we cannot effectively analyze and judge the other party and the situation, the negotiation becomes extremely difficult and may even put us at a disadvantage. Grounded Negotiation 2 is a guide for handling unconventional, difficult negotiations.

Editor's review

This book pulls negotiation out of the "meeting-room skill" frame and back into the real scenarios of daily life. Its focus is not a repetition of standard communication techniques but the handling of difficult negotiations that resist habitual methods. The author builds around analyzing and judging the negotiating counterpart and the situation, helping readers regain the initiative when at a disadvantage or facing a complex situation. Its value lies in reminding readers that everyday negotiations "work every time" largely because the relationship is stable and the issues are clear; once an unconventional negotiation begins, one needs to more systematically identify the other side's demands, assess one's own leverage, and adjust strategy. The content suits reading before or after concrete challenges such as workplace communication, division of household labor, or promotion and pay discussions. It can serve as a mental checklist for preparation and as an analytical framework for later review. There is no need to read it in one sitting; it is better to enter with a negotiation scenario currently troubling you, reading alongside it and turning abstract principles into operable judgment steps.

Who it's for

A good fit for

Office workers who need to communicate and coordinate repeatedly with colleagues and managers
Readers who often disagree with a partner over household division of labor, childcare arrangements, and similar issues
People who want to improve their ability to assess situations and adjust strategy in difficult negotiations
Those who want to prepare in advance for sensitive conversations such as raises and promotions

Not a good fit for

Readers expecting standard scripts or copy-and-use techniques
Professional researchers seeking a systematic textbook of negotiation theory
Readers hoping one book will resolve all communication conflicts

Reading tips

First choose a difficult negotiation you currently face and read the relevant chapters with that question in mind.
After each chapter, write down the other side's demands, your own leverage, and room for concession to form a preparation checklist.
After the negotiation, revisit the relevant chapters and review misjudgments and effective moves against what actually happened.
Read with a colleague or partner and use the book's analytical framework to discuss differences in each side's position.

版权信息
序言
引言成为谈判的赢家
第一章错误一以为双赢才是目标
什么是双赢
将正确与错误抛诸脑后
分析你的谈判伙伴
为什么绝地谈判中没有双赢
长期合作伙伴关系
第二章错误二做好谈判内容的准备最重要
信息过剩——公开账本
向纯粹的理性谈判告别
谈判的三大要素
第三章错误三决策者介入谈判过程
决策者的角色
决策者的策略
第四章错误四被压力牵着鼻子走
谈判中的压力影响
准备阶段
情感阶段
认知阶段
决策阶段
执行阶段
第五章错误五高估／低估自己的实力
备选方案
知识
时间
团队
实力和压力的评估
第六章错误六谈判全凭直觉
谈判需要正确的策略
25个重要的谈判战术
第七章错误七必须竭尽所能地避免谈判陷入僵局
单点接触
谈判的节奏
对内、对外封锁信息
联系线人
公关支持
制定策略，综合谈判
公开或隐蔽地提出需求
把谈判引向僵持阶段
中止谈判
重启谈判，达成协议
参考书目

FAQ

What is the relationship between this book and the first volume, Grounded Negotiation?

Judging by the title and introduction, this book continues the "grounded negotiation" theme and focuses on unconventional, difficult negotiations. The materials do not specify how the two volumes connect, so it is best used as a standalone guide; if you have read the first, focus on comparing this book's sections on analyzing the counterpart and the situation.

Can readers with no negotiation background understand this book?

Yes. The book is aimed at everyday negotiation scenarios and starts from familiar situations such as communicating with colleagues, dividing responsibilities with a partner, and talking with managers. Readers are not required to know professional negotiation terminology first. Beginners can start with the scenario they know best and gradually grasp the analytical framework.

Are the book's methods suitable for discussing a raise at work?

The introduction explicitly includes talking with a manager about promotion and pay as everyday negotiation, and the book addresses the difficult cases among them that resist habitual methods. Readers can use the book's approach to analyzing the counterpart and situation to clarify their own leverage and the other side's concerns, but specific wording still needs to be prepared according to actual circumstances.

Can it be applied immediately to family conflicts?

The scenarios discussed, such as division of labor between partners and caring for children, are directly related to family communication, and the principles can be transferred. But family conflicts often involve emotions and long-term relationships, so it is better to treat the analytical framework as a tool for clarifying both sides' demands rather than a technique for persuading the other person; it works better combined with listening.

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About the author

马蒂亚斯·施汉纳 Author

Matthias Schranner is an author writing on the subject of negotiation. Publicly available information about him is limited, and his nationality, dates of birth and death, and educational background are not clearly recorded. Judging from the four works listed in the catalog, his writing focuses on negotiation, including Deadlock Negotiation and its sequel Deadlock Negotiation 2, as well as the three-volume Negotiation Victory series and a two-volume set of his negotiation techniques. These works are often classified under self-improvement and management, and they center on negotiation tactics, communication methods, and psychological maneuvering in real-world situations. The style is practical and instructional, emphasizing how to find a breakthrough under pressure and in disadvantaged positions. Published as series and boxed sets, the books suggest sustained reader interest and are suitable for general readers who wish to improve their negotiation and communication skills.

Huang Jing Author · China · 1964

Huang Jing (born 1964) is a professor and doctoral supervisor in the Department of Marketing and Tourism Management at Wuhan University's School of Economics and Management, and holds a PhD in management. Her research focuses on brand management, consumer behavior, and corporate culture; she has led several projects funded by the National Natural Science Foundation of China and has served as chief editor of textbooks including Brand Management, Brand Marketing, and New Product Management. Her published works span management, medicine, classical poetry, examinations, and education. Seven of her titles are included in the collection, among them the Negotiating in Hell series, Poetry and the Fragrance of Medicinal Herbs, Philosophical Thinking in Traditional Chinese Medicine Through Idioms, and A Collection of Combined Feihualing Poetry, as well as volumes on computer applications and on ideological and political teaching reform in music conservatories, reflecting an interdisciplinary range. Public information about her life and writing career is limited; this profile is based on the collection's records.