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Bargaining for Advantage: Negotiation Strategies for Reasonable People

Bargaining for Advantage: Negotiation Strategies for Reasonable People Cover

 

Synopses & Reviews

Publisher Comments:

The award-winning guide to business negotiation used by top negotiators and training programs all over the worldcompletely updated and revised

As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step- by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.

This updated edition includes:

A brand-new "Negotiation I.Q." test designed by Shell and used by executives at the Wharton workshop that reveals each reader's unique strengths and weaknesses as a negotiator

A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging

A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track

Synopsis:

Focusing on six psychological leverage points, the director of the Wharton Executive Negotiation Workshop outlines a bargaining strategy for business and consumers that is based on the latest research. Included are stories about world-class hagglers such as Benjamin Franklin and Donald Trump.

Description:

Includes bibliographical references (p. [275]-277) and index.

About the Author

G. Richard Shell teaches negotiation at the Wharton School of Business at the University of Pennsylvania, where he is professor of legal studies, business ethics, and management and academic director of the Wharton Executive Negotiation Workshop.

Product Details

ISBN:
9780140281910
Subtitle:
Negotiation Strategies for Reasonable People
Author:
Shell, G. Richard
Author:
Shell, Richard G.
Publisher:
Penguin Books
Location:
New York :
Subject:
Persuasion (psychology)
Subject:
Sociology - General
Subject:
Negotiating
Subject:
Negotiation
Subject:
Persuasion.
Edition Description:
Mass Market
Series Volume:
106-591
Publication Date:
20000601
Binding:
Paperback
Grade Level:
General/trade
Language:
English
Illustrations:
Yes
Pages:
304
Dimensions:
8.52x5.52x.69 in. .62 lbs.

Related Subjects

Business » Management
Business » Negotiation
Business » Personal Skills

Bargaining for Advantage: Negotiation Strategies for Reasonable People
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Product details 304 pages Penguin Books - English 9780140281910 Reviews:
"Synopsis" by , Focusing on six psychological leverage points, the director of the Wharton Executive Negotiation Workshop outlines a bargaining strategy for business and consumers that is based on the latest research. Included are stories about world-class hagglers such as Benjamin Franklin and Donald Trump.
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