Bargaining for advantage : negotiation strategies for reasonable people / G. Richard Shell.

Format:

Book

Author/Creator:

Shell, G. Richard, 1949-

Language:

English

Subjects (All):

Negotiation.

Persuasion (Psychology).

Physical Description:

xvi, 286 pages : illustrations ; 22 cm

Place of Publication:

New York : Penguin Books, 2000.

Summary:

Focusing on six psychological leverage points, the director of the Wharton Executive Negotiation Workshop outlines a bargaining strategy for business and consumers that is based on the latest research. Included are stories about world-class hagglers such as Benjamin Franklin and Donald Trump.

Contents:

Pt. 1: The Six foundations of effective negotiation

ch. 1 The First foundation: your bargaining style

ch. 2 The Second foundation: your goals and expectations

ch. 3 The Third foundation: authoritative standards and norms

ch. 4 The Fourth foundation: relatioships

ch. 5 The Fifth fundation: the other party's interests

ch. 6 The Sixth foundation: leverage

pt. 2: The Negotiation process

g ch. 7 Step 1: preparing your strategy

ch. 8 Step 2: exchanging information

ch. 9 Step 3: opening and making concessions

ch. 10 Step : closing and gaining commitment

ch. 11 Bargaining with the Devil without losing your soul: ethics in negotiation

ch. 12 Conclusion: on becoming an effective negotiator

Appendix A: A Note on your personal negotiation style

Appendix B: Information-based bargaining plan.

Notes:

Includes bibliographical references (pages [275]-277) and index.

ISBN:

0140281916

9780140281910

OCLC:

44448536