Bargaining for Advantage: Negotiation Strategies for Reasonable People

✍ Scribed by G. Richard Shell

• Publisher: Penguin Books
• Year: 2006
• Tongue: English
• Edition: 2
• Category: Library

✦ Table of Contents

Introduction: It's your move --
The first foundation : your bargaining styles --
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 --
Impasse : what to do when negotiations break down --
Ethics : bargaining with the devil without losing your soul --
Conclusion: Becoming an effective negotiator.

✦ Subjects

Negotiation;Persuasion (Psychology)