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Bargaining for Advantage Negotiation Strategies for Reasonable People

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ISBN-10: 0140281916

ISBN-13: 9780140281910

Edition: N/A

Authors: G. Richard Shell

List price: $15.00
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Book details

List price: $15.00
Publisher: Penguin Group (USA) Incorporated
Publication date: 6/1/2000
Binding: Paperback
Pages: 304
Size: 5.75" wide x 8.50" long x 0.75" tall
Weight: 0.638
Language: English

G. Richard Shellis the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at Wharton and author of the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People. Mario Moussateaches at the Wharton School and is a principal of CFAR Inc., a management consulting firm, where he counsels clients on organizational change, negotiation, and persuasion. The authors co-direct the Wharton Strategic Persuasion Workshop.

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