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

654 97 1MB

English Pages xxii, 275 pages : forms ; 22 cm Year 2006;2018

Table of 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.

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

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 [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

115 40 7MB 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

Hawaii's People: Third Edition 9780824885502

Hawaii's experiences in race relations are a constant source of fascination both to students of the subject and to

134 96 29MB 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

Bridging the Gap Between College and Law School: Strategies for Success, Third Edition 9781531002640, 2013044620

418 70 2MB Read more

Digital Welfare for the Third Age: Health and social care informatics for older people 9781134052257, 1134052251

This book is about the ways digital technology can contribute to the welfare of older people. The Internet, mobile phone

167 23 686KB 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