Conclusion: Becoming an effective negotiator. The first foundation : your bargaining styles -- The second foundation : your goals and expectations -- The third foundation : authoritative standards and norms -- The fourth foundation : relationships -- The fifth foundation : the other party's interests -- The sixth foundation : leverage -- Step 1 : preparing your strategy -- Step 2 : exchanging information -- Step 3 : opening and making concessions -- Step 4 : closing and gaining commitment -- Impasse : what to do when negotiations break down -- Ethics : bargaining with the devil without losing your soul -- Conclusion: Becoming an effective negotiator.
Summary:
"[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."-- Provided by publisher.
This resource is supported by the Institute of Museum and Library Services under the provisions of the Library Services and Technology Act as administered by State Library of Iowa.