Linked Data Explorerhttp://worldcat.org/entity/work/id/113130836
Bargaining for advantage : 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 negotiatorA concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messagingA detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track.
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http://schema.org/about
- http://experiment.worldcat.org/entity/work/data/113130836#Topic/persuasion_psychology
- http://id.loc.gov/authorities/subjects/sh85090650
- http://experiment.worldcat.org/entity/work/data/113130836#Topic/negotiation
- http://id.loc.gov/authorities/subjects/sh85100175
- http://experiment.worldcat.org/entity/work/data/113130836#Topic/psychology_social_psychology
- http://id.worldcat.org/fast/1035551
- http://id.worldcat.org/fast/1058890
http://schema.org/alternateName
- "Negotiation strategies for reasonable people"
http://schema.org/description
- "Contending that simply "win-win," "win-lose," and "one-size-fits-all" strategies do not work in negotiations, [the author] distills knowledge from the academic and popular literature to develop a way to improve communication and cognitive skills needed in personal negotiations. His approach, Information-Based Bargaining, focuses on planning negotiations, listening to others, and attending to signals sent by others. Six "foundations" of effective negotiation are presented: personal bargaining style, goals and expectations, authoritative standards and norms, relationships, the other party's interests, and leverage. Noteworthy is the author's emphasis on the relational nature of negotiation. Also, his discussion of the critical nature of leverage in negotiation, the explication of positive, negative, and normative leverage, and the differentiation of leverage and power are heuristic. Negotiators are guided through a four-stage process: creation of the bargaining plan, preliminary exchanges of information, explicit bargaining, and closing and commitment. Recognizing that ethical questions suffuse negotiations, [he] explains the schools of bargaining ethics and suggests ways of coping with unethical tactics. General readers will profit from reading this book; practitioners will benefit by its step-by-step explanations of a complex process; and students and researchers will find it conceptually provocative.-Choice."
- "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 negotiatorA concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messagingA detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track."@en
http://schema.org/name
- "Bargaining for advantage negotiation strategies for reasonable people"
- "Bargaining for advantage : negotiation strategies for reasonable people"@en