http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
negotiation strategies for reasonable people
1 online resource ( xx, 294 pages) : illustrations.
The First Foundation: Your Bargaining Style -- 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 -- Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation -- Conclusion: On Becoming an Effective Negotiatior -- Appendix A: Bargaining Styles Assessment Tool -- Appendix B: Information-Based Bargaining Plan.
Includes bibliographical references (pages 253-282) and index.