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TitleBargaining for advantage : Negotiation strategies for reasonable people
Author G. Richard Shell
Imprint New York : Penguin Books, 2006
Edition 2nd ed.
Descript xx, 294p. : ill ; 24 cm


The first foundation: your bargaining style. -- The second foundation: your goals and ecpectations. -- 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 negotiator.

Negotiation Persuasion (Psychology)

Political Science Library302.3 S544B 2006CHECK SHELVES

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