Normal view MARC view ISBD view

Shell G Richard

Bargaining for advantage : Negotiation strategies for reasonable people - London Penguin Books 2006 - 284p xv

TABLE OF CONTENTS
Bargaining for Advantage Preface 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


ISBN: 9780143036975

Subjects--Topical Terms:
1. Negotation 2. Persuassion - Psychology

Dewey Class. No.: 658.400000 / SHE