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Bargaining for advantage : negotiation strategies for reasonable people

Author: G Richard Shell
Publisher: Princeton, N.J. : Recording for the Blind & Dyslexic, 2006.
Edition/Format:   Audiobook on CD : CD audio : EnglishView all editions and formats
Summary:
Contending that simply "win-win," "win-lose," and "one-size-fits-all" strategies do not work in negotiations, [the author] distills knowledge from the academic and popular literature to develop a way to improve communication and cognitive skills needed in personal negotiations. His approach, Information-Based Bargaining, focuses on planning negotiations, listening to others, and attending to signals sent by others.  Read more...
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Details

Material Type: Audio book, etc.
Document Type: Sound Recording
All Authors / Contributors: G Richard Shell
OCLC Number: 70169566
Notes: Originally published: New York : Penguin Books, ©2006. 2nd ed.
Description: 1 audio disc : digital, mono ; 4 3/4 in.
Contents: Introduction, it's your move --
Six foundations of effective negotiation: First foundation, your bargaining style; Second foundation, your goals and expectations; Third foundation, authoritative standards and norms; Fourth foundation, relationships; Fifth foundation, the other party's interests; Sixth foundation, leverage --
Negotiation process: Step 1, preparing your strategy; Step 2, exchanging information; Step 3, opening and making concessions; Step 4, closing and gaining commitment; Bargaining with the devil without losing your soul, ethics in negotiation; Conclusion, on becoming an effective negotiator --
Bargaining styles assessment tool; Information-based bargaining plan.
Responsibility: G. Richard Shell.

Abstract:

Contending that simply "win-win," "win-lose," and "one-size-fits-all" strategies do not work in negotiations, [the author] distills knowledge from the academic and popular literature to develop a way to improve communication and cognitive skills needed in personal negotiations. His approach, Information-Based Bargaining, focuses on planning negotiations, listening to others, and attending to signals sent by others. Six "foundations" of effective negotiation are presented: personal bargaining style, goals and expectations, authoritative standards and norms, relationships, the other party's interests, and leverage. Noteworthy is the author's emphasis on the relational nature of negotiation. Also, his discussion of the critical nature of leverage in negotiation, the explication of positive, negative, and normative leverage, and the differentiation of leverage and power are heuristic. Negotiators are guided through a four-stage process: creation of the bargaining plan, preliminary exchanges of information, explicit bargaining, and closing and commitment. Recognizing that ethical questions suffuse negotiations, [he] explains the schools of bargaining ethics and suggests ways of coping with unethical tactics. General readers will profit from reading this book; practitioners will benefit by its step-by-step explanations of a complex process; and students and researchers will find it conceptually provocative.-Choice.

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