اصول و فنون مذاکره

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6. ‫ﻣﺆﺳﺴﺎت‬ ‫و‬ ‫ﻫﺎ‬‫ﺷﺮﻛﺖ‬ ‫ﺑﺎ‬ ‫ﻣﺬاﻛﺮه‬ ‫ﻓﻨﻮن‬ ‫و‬ ‫اﺻﻮل‬
‫ﺧﺎرﺟﻲ‬ ‫اﻋﺘﺒﺎري‬ ‫و‬ ‫ﺑﺎزرﮔﺎﻧﻲ‬ ‫ﻣﺎﻟﻲ‬ ‫ﺻﻨﻌﺘﻲ‬
‫ﻣﺬاﻛﺮه‬ ‫ﭘﻴﺸﺮﻓﺘﻪ‬ ‫و‬ ‫ﻋﻠﻤﻲ‬ ‫روش‬:
‫ﻫﺎ‬‫ﺷﺎﻳﺴﺘﮕﻲ‬ ‫و‬ ‫اﺻﻮل‬ ‫ﺑﺮ‬ ‫ﻣﺒﺘﻨﻲ‬ ‫ﻣﺬاﻛﺮه‬

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‫ﻫﺎ‬ ‫ﺑﺮﺗﺮي‬ ‫اﻧﻮاع‬:
.١‫ﺳﻴﺎﺳﻲ‬ ‫ﺗﻔﻮق‬
.٢‫ﻧﻈﺎﻣﻲ‬ ‫ﺗﻔﻮق‬‫ﻧﻈﺎﻣﻲ‬ ‫ﺗﻔﻮق‬
.٣‫اﻗﺘﺼﺎدي‬ ‫و‬ ‫ﻣﺎﻟﻲ‬ ‫ﺗﻔﻮق‬
.‫ﺗﻜﻨﻮﻟﻮژﻳﻜﻲ‬ ‫و‬ ‫ﺻﻨﻌﺘﻲ‬ ‫ﺗﻔﻮق‬
.‫اﻓﺰاري‬ ‫ﻧﺮم‬ ‫و‬ ‫ﻋﻠﻤﻲ‬ ‫ﺗﻔﻮق‬
.‫ﺑﺎزرﮔﺎﻧﻲ‬ ‫و‬ ‫ﺗﻮﻟﻴﺪي‬ ‫ﺗﻔﻮق‬

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‫اﻟﻒ‬–‫ﻧﺎﻣﻨﺎﺳﺐ‬ ‫ﻫﺎي‬ ‫روش‬
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./"Good guy/Bad guy"
."Setting Pre-conditions"

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.""Non-Negotiable"
.Take it or Leave it""

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39. Barnes , Ginny Pearson. Successful Negotiating, Letting the Other Person
Have Your Wey, Career press , 1998.123 P
Camp , Jim , Start With NO, Crown Business, New York. NY . 2002.271p.
Cohen, Herb,You can Negotiate Anything , Bantam Book . New York,
N.Y.1982,255p.
Donaldson, Michael C., and Donaldson, Mimi, Negotiating for Dummies,
Hungry Minds Inc.,New York, N.Y.,1996, 350 p.
Fischer, Roger and Ertel, Danny , Getting Ready to Negotiate: The Getting
to Yes. Work book.
Getbaum, Victor, Negotiating in the Rael World Getting the Deal You
Want. Published by Simon&Schuster, New York, N. Y.1999.189P.
Hindle, Tim, Negotiating Skills, DK Publishing, Inc., New York,
N.Y.,1998.72 P.

40. Ilich, gohn . Winning Through Negotiation, Second Edition, Alpha
Books,Mac millan Reference Company, New York.N.Y. 1999,290.P
Jensen. Keid and UNT,Iwar,Negotiating Partnerships, (Increase Profits and
Reduce Risks), Prentice Hall, London, 2002,232p.
Karrass, Chester L.,Effective Negotiating,(Work book and Discussion
Guide), Published by KARASS.1991,130P.
Karrass, Chester L., The Negotiating Game, Thomas Y. Crowell
Publishers, New Yourk,1970.xii+ 255 Pages.Publishers, New Yourk,1970.xii+ 255 Pages.
Kennedy. Govin,Kennedy on Negotiation, Hampshire, England: Gower,
1998,340P.
Kramer, Henry S.,Game , Set, Match: Winning the Negotiations
Game,ALM Publishing,New York.N.Y.2001,362P.

41. Levinson .Joy Conrad, Smith Mark S.A., and Wilson, Orvel Ray,Guerrilla
Negotiating, Unconventional Weapons and Tactics to Get What You Want. John
Wiley & Sons , Inc., New York .,N.Y.,1999,272P.
Lewicki.Roy J., Saunders, David M. and Minton. John W., Essentials of
Negotiation,2nd ED., New York, Mc Graw Hill , 2001, 273p.
Lewicki, Roy J. 2ND Saunders, David M., Negotiation, Boston: Irwin,2000, 528p.Lewicki, Roy J. 2ND Saunders, David M., Negotiation, Boston: Irwin,2000, 528p.
Neale, Margare A. , Bazerman, H. Cognition and Rationality in Negotiation, New
York: the Free Press, 1991.211P.
Nierenberg , Gerard I ., The Complete Negotiator , Barnes and Noble Book,
NewYork, N.Y., 1996 Edition, 356p.

42. Readings in International Business Negotiations, Geneva, Switzerland:
International Trade Center, UNCTAD/WTO,1997,131P.
Rojot, jacques, Negotiation from Theory to Practice, London, Mac millan Ltd,
1991.
Shapiro, Ronald M .,Jankowski, Mark A., and Dale. James, The Power of Nice,
How to Negotiate so Everyone Wins, Especially You, Revised Edition, John
Wiley and Sons, Inc. New York, N.Y.2001, 282P.Wiley and Sons, Inc. New York, N.Y.2001, 282P.
Sheridan, David, Negotiating For International Development. A Practitioner,s
Handbook, Dordlecht, Martines Nijhoff Publishers.1990.
Ury " William, Getting Past No., Negotiating Your Way from Confrontation to
Cooperation, Bantam Books, New York, N.Y. ,1993,189P.

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