Matches in Harvard for { <http://id.lib.harvard.edu/aleph/008093653/catalog> ?p ?o. }
Showing items 1 to 22 of
22
with 100 items per page.
- catalog abstract ""Based on Professor G. Richard Shell's executive training program, Bargaining for Advantage is a unique combination of lively storytelling, useful lessons gleaned from the tactics used by some of the world's leading business strategists, and the latest insights from negotiation research."--BOOK JACKET. "Whether you are closing a business deal, negotiating a raise, or buying a car, Richard Shell teaches you to draw on your unique communication style to became a more confident negotiator."--Jacket.".
- catalog contributor b11247856.
- catalog created "1999.".
- catalog date "1999".
- catalog date "1999.".
- catalog dateCopyrighted "1999.".
- catalog description ""Based on Professor G. Richard Shell's executive training program, Bargaining for Advantage is a unique combination of lively storytelling, useful lessons gleaned from the tactics used by some of the world's leading business strategists, and the latest insights from negotiation research."--BOOK JACKET. "Whether you are closing a business deal, negotiating a raise, or buying a car, Richard Shell teaches you to draw on your unique communication style to became a more confident negotiator."--Jacket.".
- catalog description "Includes bibliographical references (p. [275]-277) and index.".
- catalog description "It's Your Move -- The Six Foundations of Effective Negotiation -- The First Foundation: Your Bargaining Style -- The Second Foundation: Your Goals and Expectations -- The Third Foundations: Authoritative Standards and Norms -- The Fourth Foundation: Relationships -- The Fifth Foundation: The Other Party's Interests -- The Sixth Foundation: Leverage -- The Negotiation Process -- Step 1: Preparing Your Strategy -- Step 2: Exchanging Information -- Step 3: Opening and Making Concessions -- Step 4: Closing and Gaining Commitment -- Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation -- Conclusion: On Becoming an Effective Negotiator -- A Note on Your Personal Negotiation Style -- Information-Based Bargaining Plan -- Selected Bibliography.".
- catalog extent "xvi, 286 p. :".
- catalog identifier "0670881333 (alk. paper)".
- catalog issued "1999".
- catalog issued "1999.".
- catalog language "eng".
- catalog publisher "New York : Viking,".
- catalog subject "302.3 21".
- catalog subject "BF637.N4 S44 1999".
- catalog subject "Negotiation.".
- catalog subject "Persuasion (Psychology)".
- catalog tableOfContents "It's Your Move -- The Six Foundations of Effective Negotiation -- The First Foundation: Your Bargaining Style -- The Second Foundation: Your Goals and Expectations -- The Third Foundations: Authoritative Standards and Norms -- The Fourth Foundation: Relationships -- The Fifth Foundation: The Other Party's Interests -- The Sixth Foundation: Leverage -- The Negotiation Process -- Step 1: Preparing Your Strategy -- Step 2: Exchanging Information -- Step 3: Opening and Making Concessions -- Step 4: Closing and Gaining Commitment -- Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation -- Conclusion: On Becoming an Effective Negotiator -- A Note on Your Personal Negotiation Style -- Information-Based Bargaining Plan -- Selected Bibliography.".
- catalog title "Bargaining for advantage : negotiation strategies for reasonable people / G. Richard Shell.".
- catalog type "text".