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Shell, G. Richard, 1949-

Bargaining for advantage : negotiation strategies for reasonable people / G. Richard Shell. - 2nd ed. - New York : Penguin, 2006. - 294 p. ; 22 cm.

Includes bibliographical references and index.

Pt. 1. The six foundations of effective negotiation --
1. The first foundation: your bargaining style --
2. The second foundation: your goals and expectations --
3. The third foundation: authoritative standards and norms --
4. The fourth foundation: relationships --
5. The fifth foundation: the other party's interests --
6. The sixth foundation: leverage --
Pt. 2. The negotiation process --
7. Preparing your strategy --
8. Exchanging information --
9. Opening and making concessions --
10. Closing and gaining commitment --
11. Bargaining with the devil without losing your soul: ethics in negotiation --
12. Conclusion: On becoming an effective negotiator.

Show to business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation.

ISBN: 9780143036975

Subjects--Topical Terms:
Negotiation
Persuasion (Psychology)

Dewey Class. No.: 658.405