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Bargaining for Advantage by G. Richard Shell

Bargaining for Advantage

  • Paperback $18.00

    May 02, 2006 | 320 Pages

  • Ebook $13.99

    May 02, 2006 | 320 Pages

Product Details

Praise

“Engaging . . . Replete with intriguging real world anecdotes. Shell offers sage and practice advice to almost any negotiator.” -Howard Raiffe, author of The Art and Science of Negotiation

Table Of Contents

Bargaining for AdvantagePreface to the Second Edition
Acknowledgments
Introduction:
It’s Your Move
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
Notes
Selected Bibliography
Index

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