Bargaining for Advantage by G Richard Shell

Bargaining for Advantage by G Richard Shell

A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life

"A must read for everyone seeking to master negotiation. This newly updated classic just got even better."-Robert Cialdini, bestselling author of Influence and Pre-Suasion

As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell 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. This updated edition includes:

This updated edition includes:
An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator
A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse
Insights on how to succeed when you negotiate online
Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track

SKU	Unavailable
ISBN 13	9780143036975
ISBN 10	0143036971
Title	Bargaining for Advantage
Author	G Richard Shell
Condition	Unavailable
Binding Type	Paperback
Publisher	Penguin Putnam Inc
Year published	2006-05-02
Number of pages	304
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.