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G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
Locate the decision maker.
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
Make a commitment to personal integrity.
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
Be reliable and trustworthy.
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
Create an audience.
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
Signal regarding your leverage.
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
Carry your goal with you into the negotiation.