Bargaining for advantage: negotiation strategies for reasonable people [Third edition] 9781101221372, 1101221372, 9780143036975, 0143036971
As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of b
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English Pages xxii, 275 pages : forms ; 22 cm Year 2006;2018
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Table of contents :
Introduction: It's your move --
The first foundation : your bargaining styles --
The second foundation : your goals and expectations --
The third foundation : authoritative standards and norms --
The fourth foundation : relationships --
The fifth foundation : the other party's interests --
The sixth foundation : leverage --
Step 1 : preparing your strategy --
Step 2 : exchanging information --
Step 3 : opening and making concessions --
Step 4 : closing and gaining commitment --
Impasse : what to do when negotiations break down --
Ethics : bargaining with the devil without losing your soul --
Conclusion: Becoming an effective negotiator.
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