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Bargaining for advantage : negotiation strategies for reasonable people

Author: G Richard Shell
Publisher: New York : Penguin Books, 2018.
Edition/Format:   Print book : English : Third editionView all editions and formats
Summary:
"[This book provides a] step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. [The author] combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience."--
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Additional Physical Format: Online version:
Shell, G. Richard, 1949-
Bargaining for advantage.
New York : Penguin Books, 2018
(DLC) 2018010398
Document Type: Book
All Authors / Contributors: G Richard Shell
ISBN: 9780143036975 0143036971
OCLC Number: 1027738252
Description: xxii, 275 pages : forms ; 22 cm
Contents: Introduction: It's your move --
The first foundation : your bargaining styles --
The second foundation : your goals and expectations --
The third foundation : authoritative standards and norms --
The fourth foundation : relationships --
The fifth foundation : the other party's interests --
The sixth foundation : leverage --
Step 1 : preparing your strategy --
Step 2 : exchanging information --
Step 3 : opening and making concessions --
Step 4 : closing and gaining commitment --
Impasse : what to do when negotiations break down --
Ethics : bargaining with the devil without losing your soul --
Conclusion: Becoming an effective negotiator.
Responsibility: G. Richard Shell.

Abstract:

"[This book provides a] step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. [The author] combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience."--

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