Shell, G. Richard,  1949- <br/><br/>
Bargaining for advantage :  negotiation strategies for reasonable people / 
G. Richard Shell. 
 - 2nd ed. 
 - New York :  Penguin,  2006. 
 - 294 p. ;  22 cm. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>Pt. 1. The six foundations of effective negotiation -- <br/>1. The first foundation: your bargaining style -- <br/>2. The second foundation: your goals and expectations -- <br/>3. The third foundation: authoritative standards and norms -- <br/>4. The fourth foundation: relationships -- <br/>5. The fifth foundation: the other party's interests -- <br/>6. The sixth foundation: leverage -- <br/>Pt. 2. The negotiation process -- <br/>7. Preparing your strategy -- <br/>8. Exchanging information -- <br/>9. Opening and making concessions -- <br/>10. Closing and gaining commitment -- <br/>11. Bargaining with the devil without losing your soul: ethics in negotiation -- <br/>12. Conclusion: On becoming an effective negotiator. 
<br/><br/> Show to business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation.  
<br/><br/><label>ISBN: </label>9780143036975 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation<br/>Persuasion (Psychology)
<br/><br/><label>Dewey Class. No.: </label>658.405