Bargaining for Advantage 1st edition by Richard Shell – Ebook PDF Instant Download/Delivery: 0143036971 , 978-0143036975
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ISBN 10: 0143036971
ISBN 13: 978-0143036975
Author: Richard Shell
BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide for learning to negotiate effectively in every part of your life
“A must read for everyone seeking to master negotiation. This newly updated classic just got even better.”–Robert Cialdini, bestselling author of Influence and Pre-Suasion
As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes:
This updated edition includes:
· An easy-to-take “Negotiation I.Q.” test that reveals your unique strengths as a negotiator
· A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse
· Insights on how to succeed when you negotiate online
· Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
Bargaining for Advantage 1st Table of contents:
Introduction: It’s Your Move
PART I: THE SIX FOUNDATIONS OF EFFECTIVE NEGOTIATION
1: The First Foundation: Your Bargaining Styles
2: The Second Foundation: Your Goals and Expectations
3: The Third Foundation: Authoritative Standards and Norms
4: The Fourth Foundation: Relationships
5: The Fifth Foundation: The Other Party’s Interests
6: The Sixth Foundation: Leverage
PART II: THE NEGOTIATION PROCESS
7: Step 1: Preparing Your Strategy
8: Step 2: Exchanging Information
9: Step 3: Opening and Making Concessions
10: Step 4: Closing and Gaining Commitment
11: Impasse: What to Do When Negotiations Break Down
12: Ethics: Bargaining with the Devil without Losing Your Soul
Conclusion
Appendix A: Bargaining Styles Assessment Tool
Appendix B: The Law of Fraud in Negotiations
Appendix C: Systematic Preparation—Your Information-Based Bargaining Plan
Notes
Selected Bibliography
For Further Information
Index
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