Bargaining for Advantage Negotiation Strategies for Reasonable People,9780670881338

Bargaining for Advantage Negotiation Strategies for Reasonable People

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Edition: 1st
ISBN13: 9780670881338
ISBN10: 0670881333
Format: Hardcover
Pub. Date: 1999-06-01
Publisher(s): Viking Adult
List Price: $24.95

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Summary

From the director of the Wharton Executive Negotiation Workshop comes an accessible and authoritative guide to making every move in every bargaining situation.

Author Biography

G. Richard Shell, a Professor of Legal Studies and Management at the Wharton School of the University of Pennsylvania, is also the founder and Academic Director of the Wharton Executive Negotiation Workshop. He has consulted with companies such as First Union, Merck, Prudential Insurance, and Times Mirror. HE has written articles on negotiation and dispute resolution for The Wall Street Journal, The New York Times, Management Science, and many other publications. He lives with his wife and two sons in Philadelphia, Pennsylvania.

Table of Contents

Acknowledgments vii
Introduction: It's Your Move xi
PART I: The Six Foundations of Effective Negotiation 1(114)
The First Foundation: Your Bargaining Style
3(19)
The Second Foundation: Your Goals and Expectations
22(17)
The Third Foundation: Authoritative Standards and Norms
39(19)
The Fourth Foundation: Relationships
58(18)
The Fifth Foundation: The Other Party's Interests
76(13)
The Sixth Foundation: Leverage
89(26)
PART II: The Negotiation Process 115(128)
Preparing Your Strategy
117(15)
Exchanging Information
132(24)
Opening and Making Concessions
156(21)
Closing and Gaining Commitment
177(24)
Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation
201(34)
Conclusion: On Becoming an Effective Negotiator
235(8)
Appendix A: A Note on Your Personal Negotiation Style 243(4)
Appendix B: Information-Based Bargaining Plan 247(2)
Notes 249(26)
Selected Bibliography 275(3)
Index 278

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