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Index
Praise
Title Page
Copyright Page
Dedication
Acknowledgements
Introduction
PART I - THE SIX FOUNDATIONS OF EFFECTIVE NEGOTIATION
1 - The First Foundation: Your Bargaining Style
2 - The Second Foundation: Your Goals and Expectations
3 - The Third Foundation: Authoritative Standards and Norms
4 - The Fourth Foundation: Relationships
5 - The Fifth Foundation: The Other Party’s Interests
6 - The Sixth Foundation: Leverage
PART II - THE NEGOTIATION PROCESS
7 - Step 1: Preparing Your Strategy
8 - Step 2: Exchanging Information
9 - Step 3: Opening and Making Concessions
10 - Step 4: Closing and Gaining Commitment
11 - Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation
12 - Conclusion: On Becoming an Effective Negotiator
Appendix A: - Bargaining Styles Assessment Tool
Appendix B: - Information-Based Bargaining Plan
Notes
Selected Bibliography
For Further Information
Index
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