000			01529nam a2200241 i 4500
003			MIUC
005			20190613085418.0
008			150515s2006 nyu||||| |||| 001 | eng d
020			_a9780143036975
040			_aMIUC _beng _cMIUC
082	0		_a658.405
100	1		_91860 _aShell, G. Richard, _d1949-
245	1	0	_aBargaining for advantage : _bnegotiation strategies for reasonable people / _cG. Richard Shell.
250			_a2nd ed.
260			_aNew York : _bPenguin, _c2006.
300			_a294 p. ; _c22 cm.
504			_aIncludes bibliographical references and index.
505	0		_aPt. 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.
520			_aShow to business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation.
650		0	_9673 _aNegotiation
650		0	_9829 _aPersuasion (Psychology)
942			_2ddc _cBK