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

146 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

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