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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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E-book HD6952 .S54 2006
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Doriot: for 2019-2020 courses

Includes bibliographical references and index

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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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