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Bargaining for advantage : negotiation strategies for reasonable people 2nd ed

Bargaining for advantage : negotiation strategies for reasonable people 2nd ed (Loan 3 times)

Material type
단행본
Personal Author
Shell, G. Richard, 1949-.
Title Statement
Bargaining for advantage : negotiation strategies for reasonable people / G. Richard Shell.
판사항
2nd ed.
Publication, Distribution, etc
New York :   Penguin Books,   2006.  
Physical Medium
xx, 294 p. : ill. ; 22 cm.
ISBN
9780143036975 0143036971
General Note
Previously published : New York : Viking, 1999.  
Bibliography, Etc. Note
Includes bibliographical references (p. [253]-282) and index.
Subject Added Entry-Topical Term
Negotiation. Persuasion (Psychology).
000 00000cam u2200205 a 4500
001 000045832016
005 20150424141624
008 150423s2006 nyua b 001 0 eng d
010 ▼a 2005056636
020 ▼a 9780143036975
020 ▼a 0143036971
035 ▼a (KERIS)REF000012419816
040 ▼a DLC ▼c DLC ▼d DLC ▼d 211009
050 0 0 ▼a BF637.N4 ▼b S44 2006
082 0 0 ▼a 302.3 ▼2 23
084 ▼a 302.3 ▼2 DDCK
090 ▼a 302.3 ▼b S544b2
100 1 ▼a Shell, G. Richard, ▼d 1949-.
245 1 0 ▼a Bargaining for advantage : ▼b negotiation strategies for reasonable people / ▼c G. Richard Shell.
250 ▼a 2nd ed.
260 ▼a New York : ▼b Penguin Books, ▼c 2006.
300 ▼a xx, 294 p. : ▼b ill. ; ▼c 22 cm.
500 ▼a Previously published : New York : Viking, 1999.
504 ▼a Includes bibliographical references (p. [253]-282) and index.
650 0 ▼a Negotiation.
650 0 ▼a Persuasion (Psychology).
945 ▼a KLPA

Holdings Information

No. Location Call Number Accession No. Availability Due Date Make a Reservation Service
No. 1 Location Main Library/Western Books/ Call Number 302.3 S544b2 Accession No. 111735116 Availability Available Due Date Make a Reservation Service B M

Contents information

Table of Contents

Bargaining for AdvantagePreface to the Second Edition Acknowledgments Introduction: It's Your Move PART I: The Six Foundations of Effective Negotiation Chapter 1: The First Foundation: Your Bargaining Style Chapter 2: The Second Foundation: Your Goals and Expectations Chapter 3: The Third Foundation: Authoritative Standards and Norms Chapter 4: The Fourth Foundation: Relationships Chapter 5: The Fifth Foundation: The Other Party's Interests Chapter 6: The Sixth Foundation: Leverage PART II: The Negotiation Process Chapter 7: Step 1: Preparing Your Strategy Chapter 8: Step 2: Exchanging Information Chapter 9: Step 3: Opening and Making Concessions Chapter 10: Step 4: Closing and Gaining Commitment Chapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation Chapter 12: Conclusion: On Becoming an Effective Negotiatior Appendix A: Bargaining Styles Assessment Tool Appendix B: Information-Based Bargaining Plan Notes Selected Bibliography Index


Information Provided By: : Aladin

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