massaglia 's review for:

Bargaining for Advantage: Negotiation Strategies for Reasonable People by G. Richard Shell

4.0

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Foundations:
Your Bargaining Style
Your Goals and Expectations
Authoritative Standards and Norms
Relationships
The Other Party's Interests
Leverage

Process
1. Preparing your strategy
2. Exchanging information
3. Opening and making concessions
4. Closing and gaining commitment

Really like the planning sheet - appendix B.

V