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Bargaining for Advantage - Negotiation Strategies for Reasonable People
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Bargaining for Advantage - Negotiation Strategies for Reasonable People - Paperback

2006, ISBN: 9780143036975

[ED: Taschenbuch / Paperback], [PU: Penguin US], AUSFÜHRLICHERE BESCHREIBUNG: 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 INHALT: Bargaining for Advantage Preface 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, [SC: 0.00], Neuware, gewerbliches Angebot, 8.5 in, [GW: 300g]

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Bargaining for Advantage: Negotiation Strategies for Reasonable People - Shell, G. Richard
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ISBN: 9780143036975

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The award-winning guide to business negotiation used by top negotiators and training programs all over the worldacompletely updated and revised 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 A brand-new aNegotiation I.Q.a test designed by Shell and used by executives at the Wharton workshop that reveals each readeras unique strengths and weaknesses as a negotiator a A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging a A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track Bargaining for Advantage: Negotiation Strategies for Reasonable People Shell, G. Richard, Penguin Books

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Bargaining for Advantage: Negotiation Strategies for Reasonable People - G. Richard Shell
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ISBN: 9780143036975

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Negotiation Strategies for Reasonable People 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 Bücher / Fremdsprachige Bücher / Englische Bücher 978-0-14-303697-5, Penguin Books Ltd

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Bargaining for Advantage - G. R. Shell
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Bargaining for Advantage - new book

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The tools you need to negotiate effectively in every part of your lifeAs 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 Bücher / Ratgeber & Freizeit / Recht, Beruf & Finanzen, [PU: Penguin Books]

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Bargaining for Advantage - new book

ISBN: 9780143036975

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The tools you need to negotiate effectively in every part of your life, [PU: Penguin Books]

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Details of the book
Bargaining for Advantage: Negotiation Strategies for Reasonable People
Author:

Shell, G. Richard

Title:

Bargaining for Advantage: Negotiation Strategies for Reasonable People

ISBN:

9780143036975

Focusing on six psychological leverage points, the director of the Wharton Executive Negotiation Workshop outlines a bargaining strategy for business and consumers that is based on the latest research.

Details of the book - Bargaining for Advantage: Negotiation Strategies for Reasonable People


EAN (ISBN-13): 9780143036975
ISBN (ISBN-10): 0143036971
Hardcover
Paperback
Publishing year: 2006
Publisher: PENGUIN
294 Pages
Weight: 0,290 kg
Language: eng/Englisch

Book in our database since 22.05.2007 22:11:40
Book found last time on 04.03.2017 10:16:39
ISBN/EAN: 9780143036975

ISBN - alternate spelling:
0-14-303697-1, 978-0-14-303697-5

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