TY  - BOOK
AU  - Shell, Richard G.
TI  - Bargaining for advantage
SN  - 9780143036975
PY  - 2006///
CY  - 
PB  - Penguin
KW  - BF PSYCHOLOGY
KW  - Negotiation
KW  - Persuasion (Psychology)
N1  - negotiation strategies for reasonable people; Includes bibliographical references and index; TOC:--; 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--
N2  - 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: 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
UR  - https://books.google.es/books?id=IllKn7ctWhoC&lpg=PP1&dq=bargaining%20for%20advantage&hl=es&pg=PP1#v=onepage&q=bargaining%20for%20advantage&f=false
ER  -