《哈佛经典谈判术》

《哈佛经典谈判术》 is the book recommended by [[QinZong|秦总]] in 106.别再害怕冲突，快来学习谈判术！. The episode presents it as a practical negotiation book associated with [[DeepakMalhotra|Deepak Malhotra / 马尔霍特拉]] and [[MaxBazerman|Max Bazerman / 马克斯·巴兹曼]], and emphasizes that good negotiation is learned through preparation, feedback, and method rather than born from charm.

The book cluster anchors the episode’s progression from BATNA / Best Alternative to a Negotiated Agreement, Reservation Value / 谈判底线, and Zone Of Possible Agreement / 协议区间 into Anchoring Effect / 锚定效应, Concession Signaling / 让步信号, Multi-Issue Negotiation / 多议题谈判, Contingent Agreement / 权变协议, and bias management. In the episode’s reading, its central value is not a bag of speaking tricks but a disciplined way to make conflict calculable, information-rich, and relationship-aware.

Connections

• [[MihuanChishu|蜜獾吃书]] and [[QinZong|秦总]] - source context and recommending host.
• Deepak Malhotra / 马尔霍特拉 and Max Bazerman / 马克斯·巴兹曼 - author figures named by the episode.
• Negotiation As Bargaining / 谈判即商量, BATNA / Best Alternative to a Negotiated Agreement, Reservation Value / 谈判底线, and Zone Of Possible Agreement / 协议区间 - preparation concepts tied to the book discussion.
• Zero-Sum Bias / 零和偏误, Escalation Of Commitment / 非理性投入升级, Framing Effect / 表述框架效应, and Motivated Bias / 动机偏差 - behavioral concepts used in the episode’s interpretation.