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.

Tags from this library: No tags from this library for this title. Log in to add tags.

Average rating: 0.0 (0 votes)

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

Browsing Marbella International University Centre shelves,Shelving location: Library Close shelf browser (Hides shelf browser)

Previous								Next
Previous	658.405 GOL win Win-win negotiations :	658.405 LEW mas Mastering business negotiation :	658.405 MAL neg Negotiation genius :	658.405 SHE bar Bargaining for advantage :	658.405 WIN win Harvard Business Review on winning negotiations.	658.4052 BIL bey Beyond dealmaking	658.406 AJA lea Leading change /	Next

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.

There are no comments on this title.

to post a comment.

Click on an image to view it in the image viewer