Driven by stories of hostage-taking, high-stakes business deals and family rows, and rooted in academic research, this volume offers a practical guide to becoming a more effective negotiator. It demonstrates how to draw on your own communication style to make you a skillful negotiator.
Bargaining for Advantage: Negotiating Skills for Reasonable People by G. Richard Shell
Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, "Bargaining for Advantage" is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.