000			02922nam a2200325Ia 4500
001			1621
008			230305s2006 xx 000 0 und d
020			_a9780143036975
043			_aen_UK
041			_aeng
245		0	_aBargaining for advantage
250			_a2ª ed
260			_a _bPenguin, _c2006
300			_axx + 294 p. ; 21 cm
500			_anegotiation strategies for reasonable people
505			_aIncludes bibliographical references and index. _rTOC:-- _rPART I: The Six Foundations of Effective Negotiation-- _rChapter 1: The First Foundation: Your Bargaining Style-- _rChapter 2: The Second Foundation: Your Goals and Expectations-- _rChapter 3: The Third Foundation: Authoritative Standards and Norms-- _rChapter 4: The Fourth Foundation: Relationships-- _rChapter 5: The Fifth Foundation: The Other Party's Interests-- _rChapter 6: The Sixth Foundation: Leverage-- _rPART II: The Negotiation Process-- _rChapter 7: Step 1: Preparing Your Strategy-- _rChapter 8: Step 2: Exchanging Information-- _rChapter 9: Step 3: Opening and Making Concessions-- _rChapter 10: Step 4: Closing and Gaining Commitment-- _rChapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation-- _rChapter 12: Conclusion: On Becoming an Effective Negotiatior-- _rAppendix A: Bargaining Styles Assessment Tool-- _rAppendix B: Information-Based Bargaining Plan--
520			_aAs 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.
630			_aBF PSYCHOLOGY _97
650		0	_aNegotiation _963
650		0	_aPersuasion (Psychology) _94289
650			_a _912
700			_aShell, Richard G. _eAuthor
856			_uhttps://books.google.es/books?id=IllKn7ctWhoC&lpg=PP1&dq=bargaining%20for%20advantage&hl=es&pg=PP1#v=onepage&q=bargaining%20for%20advantage&f=false
902			_a554
905			_am
912			_a2006-01-01
942			_a1
953			_d2016-10-19 17:02:10
999			_c708 _d708