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Bargaining for advantage : negotiation strategies for reasonable people /

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Bibliographic Details
Main Author: Shell, G. Richard, 1949-
Corporate Author: EBSCOhost
Format: eBook
Language:English
Published: New York : Penguin Books, [2006].
Edition:Second edition.
Subjects:
Business.
Affaires.
PSYCHOLOGY > Social Psychology.
BUSINESS & ECONOMICS > Negotiating.
Négociation.
Développement d'aptitudes.
Développement personnel.
Aspects psychologiques.
Verhandlungstechnik
Electronic books.
Online Access:Connect to the full text of this electronic book
Table of Contents:
  • 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.