TY  - BOOK
AU  - Shell,G.Richard
TI  - Bargaining for advantage: negotiation strategies for reasonable people 
SN  - 9780143036975
U1  - 658.405 
PY  - 2006///
CY  - New York
PB  - Penguin
KW  - Negotiation
KW  - Persuasion (Psychology)
N1  - 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
N2  - Show to business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation.
ER  -