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02430aam a22003858i 4500 001 E5906D84DF5911E9BD2BF46B97128E48 003 SILO 005 20190925010028 008 180223s2018 nyuk b 001 0 eng 010 $a 2018007946 020 $a 0143036971 020 $a 9780143036975 035 $a (OCoLC)1027738252 040 $a DLC $b eng $e rda $c DLC $d OCLCO $d OCLCQ $d OCLCF $d OCLCO $d RCJ $d SILO 042 $a pcc 050 00 $a BF637.N4 $b S44 2018 082 00 $a 302.3 $2 23 100 1 $a Shell, G. Richard, $d 1949- $e author. 245 10 $a Bargaining for advantage : $b negotiation strategies for reasonable people / $c G. Richard Shell. 250 $a Third edition. 263 $a 1805 264 1 $a New York : $b Penguin Books, $c 2018. 300 $a xxii, 275 pages : $b forms ; $c 22 cm 504 $a Includes bibliographical references and index. 505 00 $g Conclusion: $t Becoming an effective negotiator. $t The first foundation : your bargaining styles -- $t The second foundation : your goals and expectations -- $t The third foundation : authoritative standards and norms -- $t The fourth foundation : relationships -- $t The fifth foundation : the other party's interests -- $t The sixth foundation : leverage -- $t Step 1 : preparing your strategy -- $t Step 2 : exchanging information -- $t Step 3 : opening and making concessions -- $t Step 4 : closing and gaining commitment -- $t Impasse : what to do when negotiations break down -- $t Ethics : bargaining with the devil without losing your soul -- $g Conclusion: $t Becoming an effective negotiator. 520 $a "[This book provides a] step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. [The author] 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."-- $c Provided by publisher. 650 0 $a Negotiation. 650 0 $a Persuasion (Psychology) 650 7 $a Negotiation. $2 fast $0 (OCoLC)fst01035551 650 7 $a Persuasion (Psychology) $2 fast $0 (OCoLC)fst01058890 776 08 $i Online version: $a Shell, G. Richard, 1949- $t Bargaining for advantage. $b Third edition. $d New York : Penguin Books, 2018 $z 9781101221372 $w (DLC) 2018010398 941 $a 1 952 $l SAPG074 $d 20191024010637.0 956 $a http://locator.silo.lib.ia.us/search.cgi?index_0=id&term_0=E5906D84DF5911E9BD2BF46B97128E48 994 $a Z0 $b LJWInitiate Another SILO Locator Search