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Bargaining for advantage : negotiation strategies for reasonable people

Author: G Richard Shell
Publisher: New York : Penguin Books, 2000.
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
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Document Type: Book
All Authors / Contributors: G Richard Shell
ISBN: 0140281916 9780140281910
OCLC Number: 44448536
Description: xvi, 286 pages : illustrations ; 22 cm
Contents: pt. 1: The Six foundations of effective negotiation --
ch. 1 The First foundation: your bargaining style --
ch. 2 The Second foundation: your goals and expectations --
ch. 3 The Third foundation: authoritative standards and norms --
ch. 4 The Fourth foundation: relatioships --
ch. 5 The Fifth fundation: the other party's interests --
ch. 6 The Sixth foundation: leverage --
pt. 2: The Negotiation process --
Step 1: preparing your strategy --
ch. 8 Step 2: exchanging information --
ch. 9 Step 3: opening and making concessions --
ch. 10 Step : closing and gaining commitment --
ch. 11 Bargaining with the Devil without losing your soul: ethics in negotiation --
ch. 12 Conclusion: on becoming an effective negotiator --
Appendix A: A Note on your personal negotiation style --
Appendix B: Information-based bargaining plan.
Responsibility: G. Richard Shell.

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