Bargaining for advantage
Bargaining for advantage
- 2ª ed
- Penguin, 2006
- xx + 294 p. ; 21 cm
negotiation strategies for reasonable people
Includes bibliographical references and index. TOC:-- PART I: The Six Foundations of Effective Negotiation-- Chapter 1: The First Foundation: Your Bargaining Style-- Chapter 2: The Second Foundation: Your Goals and Expectations-- Chapter 3: The Third Foundation: Authoritative Standards and Norms-- Chapter 4: The Fourth Foundation: Relationships-- Chapter 5: The Fifth Foundation: The Other Party's Interests-- Chapter 6: The Sixth Foundation: Leverage-- PART II: The Negotiation Process-- Chapter 7: Step 1: Preparing Your Strategy-- Chapter 8: Step 2: Exchanging Information-- Chapter 9: Step 3: Opening and Making Concessions-- Chapter 10: Step 4: Closing and Gaining Commitment-- Chapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation-- Chapter 12: Conclusion: On Becoming an Effective Negotiatior-- Appendix A: Bargaining Styles Assessment Tool-- Appendix B: Information-Based Bargaining Plan--
As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell 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. This updated edition includes: An easy-to-take 'Negotiation I.Q.' test that reveals your unique strengths as a negotiator; A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse; Insights on how to succeed when you negotiate online; Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track.
9780143036975
BF PSYCHOLOGY
Negotiation
Persuasion (Psychology)
negotiation strategies for reasonable people
Includes bibliographical references and index. TOC:-- PART I: The Six Foundations of Effective Negotiation-- Chapter 1: The First Foundation: Your Bargaining Style-- Chapter 2: The Second Foundation: Your Goals and Expectations-- Chapter 3: The Third Foundation: Authoritative Standards and Norms-- Chapter 4: The Fourth Foundation: Relationships-- Chapter 5: The Fifth Foundation: The Other Party's Interests-- Chapter 6: The Sixth Foundation: Leverage-- PART II: The Negotiation Process-- Chapter 7: Step 1: Preparing Your Strategy-- Chapter 8: Step 2: Exchanging Information-- Chapter 9: Step 3: Opening and Making Concessions-- Chapter 10: Step 4: Closing and Gaining Commitment-- Chapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation-- Chapter 12: Conclusion: On Becoming an Effective Negotiatior-- Appendix A: Bargaining Styles Assessment Tool-- Appendix B: Information-Based Bargaining Plan--
As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell 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. This updated edition includes: An easy-to-take 'Negotiation I.Q.' test that reveals your unique strengths as a negotiator; A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse; Insights on how to succeed when you negotiate online; Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track.
9780143036975
BF PSYCHOLOGY
Negotiation
Persuasion (Psychology)
