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Bargaining for advantage: negotiation strategies for reasonable people

Author: Shell, G. Richard Publisher: Penguin Books, 2006.Edition: 2nd ed.Language: EnglishDescription: 294 p. : Ill. ; 22 cm.ISBN: 0143036971Type of document: Book Online Access: Click here Note: Doriot: for 2019-2020 coursesBibliography/Index: Includes bibliographical references and index
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Book Digital Library
E-book HD6952 .S54 2006
(Browse shelf)
Book Europe Campus
Textbook Collection
Print HD6952 .S54 2006
(Browse shelf)
Consultation only 001219934
Book (short loan) Europe Campus
Textbook Collection
Print HD6952 .S54 2006
(Browse shelf)
Available 001219942
Book Middle East Campus
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Print HD6952 .S54 2006
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Available 500017416
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Doriot: for 2019-2020 courses

Includes bibliographical references and index


Bargaining for advantage PREFACE TO THE SECOND EDITION ACKNOWLEDGMENTS INTRODUCTION:Your Move It's PART I : The Six Foundations of Effective Negotiation CHAPTER 1 : The First Foundation: Your Bargaining Style CHAPTER 2: The Second Foundation: Your Goals and Expectations 1 3 26 40 58 76 89 CHAPTER 3: The Third Foundation: Authoritative Standards and Norms CHAPTER 4: The Fourth Foundation: Relationships CHAPTER 5: The Fifth Foundation: The Other Party's Interests CHAPTER 6: The Sixth Foundation: Leverage PART I I : The Negotiation Process CHAPTER 7: Step 1: Preparing Your Strategy CHAPTER 8: Step 2: Exchanging Information CHAPTER 9: Step 3: Opening and Making Concessions 115 117 138 156 175 . CHAPTER 10: Step 4: Closing and Gaining Commitment t xiv - C o n t e n t s CHAPTER : Bargaining with the Devil Without 11 Losing Your Soul: Ethics in Negotiation CHAPTER Conclusion: On Becoming an Effective Negotiator 12: APPENDIX Bargaining Styles Assessment Tool A: APPENDIX : Information-Based Bargaining Plan NOTES SELECTED BIBLIOGRAPHY 196 229 237 251 253 279 285 INDEX

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