Research Catalog

Title

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

Author

Shell, G. Richard, 1949-

Publication

New York : Viking, 1999.

Items in the Library & Off-site

Holdings

Details

Description

xvi, 286 pages : illustrations; 24 cm

Summary

"Based on Professor G. Richard Shell's executive training program, Bargaining for Advantage is a unique combination of lively storytelling, useful lessons gleaned from the tactics used by some of the world's leading business strategists, and the latest insights from negotiation research."--BOOK JACKET. "Whether you are closing a business deal, negotiating a raise, or buying a car, Richard Shell teaches you to draw on your unique communication style to became a more confident negotiator."--Jacket.

Subject

• Negotiation
• Persuasion (Psychology)
• Négociations
• Persuasion (Psychologie)
• Onderhandelen
• Persuasion (psychologie)

Bibliography (note)

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

Contents

It's Your Move -- The Six Foundations of Effective Negotiation -- The First Foundation: Your Bargaining Style -- The Second Foundation: Your Goals and Expectations -- The Third Foundations: Authoritative Standards and Norms -- The Fourth Foundation: Relationships -- The Fifth Foundation: The Other Party's Interests -- The Sixth Foundation: Leverage -- The Negotiation Process -- 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 -- A Note on Your Personal Negotiation Style -- Information-Based Bargaining Plan -- Selected Bibliography.

ISBN

• 0670881333
• 9780670881338

LCCN

98008178

OCLC

• ocm39182574
• 39182574
• SCSB-14228235

Owning Institutions

Columbia University Libraries