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The Resource Bargaining for advantage : negotiation strategies for reasonable people, G. Richard Shell

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

Creator
Summary
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 negotiator A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track
Language
eng
Work
Publication
Extent
1 online resource
Note
Title from resource description page (Recorded Books, viewed June 19, 2014)
Contents
  • The First Foundation: Your Bargaining Style
  • 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
  • Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation
  • Conclusion: On Becoming an Effective Negotiatior
  • Appendix A: Bargaining Styles Assessment Tool
  • Appendix B: Information-Based Bargaining Plan
Isbn
9781429513630
Instance
Label
Bargaining for advantage : negotiation strategies for reasonable people
Title
Bargaining for advantage
Title remainder
negotiation strategies for reasonable people
Statement of responsibility
G. Richard Shell
Creator
Subject
Language
eng
Summary
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 negotiator A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track
Cataloging source
RECBK
http://library.link/vocab/creatorName
Shell, G. Richard
Index
index present
LC call number
BF637.N4
LC item number
S44 1999
Literary form
unknown
Nature of contents
  • dictionaries
  • bibliography
http://library.link/vocab/subjectName
  • Business
  • BUSINESS & ECONOMICS
  • PSYCHOLOGY
  • Business
Label
Bargaining for advantage : negotiation strategies for reasonable people, G. Richard Shell
Instantiates
Publication
Note
Title from resource description page (Recorded Books, viewed June 19, 2014)
Antecedent source
unknown
Bibliography note
Includes bibliographical references (pages 253-282) and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
The First Foundation: Your Bargaining Style -- 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 -- Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation -- Conclusion: On Becoming an Effective Negotiatior -- Appendix A: Bargaining Styles Assessment Tool -- Appendix B: Information-Based Bargaining Plan
Dimensions
unknown
Extent
1 online resource
File format
unknown
Form of item
online
Isbn
9781429513630
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Publisher number
EB00389840
Quality assurance targets
not applicable
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
System control number
  • (OCoLC)883359637
  • (OCoLC)ocn883359637
Label
Bargaining for advantage : negotiation strategies for reasonable people, G. Richard Shell
Publication
Note
Title from resource description page (Recorded Books, viewed June 19, 2014)
Antecedent source
unknown
Bibliography note
Includes bibliographical references (pages 253-282) and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
The First Foundation: Your Bargaining Style -- 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 -- Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation -- Conclusion: On Becoming an Effective Negotiatior -- Appendix A: Bargaining Styles Assessment Tool -- Appendix B: Information-Based Bargaining Plan
Dimensions
unknown
Extent
1 online resource
File format
unknown
Form of item
online
Isbn
9781429513630
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Publisher number
EB00389840
Quality assurance targets
not applicable
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
System control number
  • (OCoLC)883359637
  • (OCoLC)ocn883359637

Subject

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