Bargaining for Advantage: Negotiation Strategies for Reasonable People

✍ Scribed by G. Richard Shell

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

✦ Synopsis

As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.

This updated edition includes: A brand-new "Negotiation I.Q." test designed by Shell and used by executives at the Wharton workshop that reveals each reader's unique strengths and weaknesses as a negotiatorA concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messagingA detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track

✦ 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

Business;Nonfiction;Language;Communication;Psychology;Self Help;Management;Buisness;Personal Development;Leadership;Economics