Bargaining for Advantage: Negotiation Strategies for Reasonable People [3rd ed., Version_4] 9781101221372, 9780143036975, 1101221372

BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively

138 42 7MB

English Year 2018

Table of contents :
PRAISE FOR BARGAINING FOR ADVANTAGE
ABOUT THE AUTHOR
TITLE PAGE
COPYRIGHT
DEDICATION
PREFACE TO THE THIRD EDITION
INTRODUCTION: It’s Your Move
PART I: The Six Foundations of Effective Negotiation
CHAPTER 1: The First Foundation: Your Bargaining Styles
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: Impasse: What to Do When Negotiations Break Down
CHAPTER 12: Ethics: Bargaining with the Devil without Losing Your Soul
CONCLUSION: Becoming an Effective Negotiator
APPENDIX A: Bargaining Styles Assessment Tool
APPENDIX B: The Law of Fraud in Negotiations
APPENDIX C: Systematic Preparation—Your Information-Based Bargaining Plan
NOTES
SELECTED BIBLIOGRAPHY
INDEX

Bargaining for Advantage: Negotiation Strategies for Reasonable People [3rd ed., Version_4]
9781101221372, 9780143036975, 1101221372

Author / Uploaded
Shell
G. Richard;

0 0 0
Like this paper and download? You can publish your own PDF file online for free in a few minutes! Sign Up

Recommend Papers

Bargaining for advantage: negotiation strategies for reasonable people [Third edition] 9781101221372, 1101221372, 9780143036975, 0143036971

As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of b

359 35 1MB Read more

Transformative Negotiation: Strategies for Everyday Change and Equitable Futures 9780520386945

This urgently needed next-generation negotiation text promises to shake up the field and center negotiation skills in th

117 63 1017KB Read more

Managing Knowledge for Sustained Competitive Advantage: Designing Strategies for Effective Human Resource Management 9780787957179, 0787957178

The underlying notion is that companies used to gain competitive advantage by the more thorough exploitation of critical

102 96 1MB Read more

Looking inside for Competitive Advantage

562 115 2MB Read more

Empath Heart: Relationship Strategies for Sensitive People 9781454946892, 9781454946885, 145494689X

124 5 779KB Read more

Getting China and India Right: Strategies for Leveraging the World's Fastest-Growing Economies for Global Advantage 9786468600, 9780470284247, 0470284242

This book is the first strategic guide for multi-national corporations (MNCs)who are contemplating expanding into both C

362 37 2MB Read more

Positioning for Advantage: Techniques and Strategies to Grow Brand Value 9780231548113

Positioning for Advantage is a comprehensive how-to guide for creating, building, and executing effective brand strategi

133 17 9MB Read more

Negotiation: Processes for Problem Solving 9781543801699, 9781543823202

115 32 4MB Read more

Artificial Intelligence: Structures And Strategies For Complex Problem Solving [3rd ed.] 0805311963, 9780805311969

Combines the theoretical foundations of intelligent problem-solving with he data structures and algorithms needed for it

418 64 8MB Read more

Technical Communication Strategies for Today (3rd Edition) [3 ed.] 0134433033, 9780134433035

For courses in Technical Communication. Fully centralizes the computer in the technical workplace, presenting how writ

1,622 85 73MB Read more