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商品編號： R2603B 出版日期： 2026/05/01 作者姓名： Hughes, Jonathan;Ray, Saptak 商品類別： Other 商品規格： 4000w 再版日期： 地域： 產業： 個案年度： -
商品敘述：
How can negotiators find leverage even when they appear to have no viable alternatives? The absence of a clear BATNA (best alternative to a negotiated agreement) doesn''t mean dealmakers are powerless; they can expand the concept of alternatives to include partial, temporary, and procedural options that can shift the negotiation dynamics. Creative approaches-such as identifying partial substitutes, looking for hidden strengths in your position, seeking tacit consent rather than explicit approval, reframing threats as warnings, and appealing to fairness-can help you gain leverage and achieve better outcomes, even when facing seemingly one-sided dependency or ""take it or leave it"" ultimatums.
涵蓋領域：
Operations and supply chain management;Negotiation strategies
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