Bargaining for advantage : negotiation strategies for reasonable people / G. Richard Shell.

By:

Shell, G. Richard, 1949-

Material type:

TextPublication details: New York : Penguin, 2006.Edition: 2nd edDescription: 294 p. ; 22 cmISBN:

9780143036975

Subject(s):

DDC classification:

658.405

Contents:

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.

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

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Holdings
Item type	Current library	Call number	Status	Barcode
Books	Marbella International University Centre Library	658.405 SHE bar (Browse shelf(Opens below))	Available	10774

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.

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