Bargaining for Advantage (Paperback)

Negotiation Strategies for Reasonable People

By G. Richard Shell

Penguin Books, 9780143036975, 320pp.

Publication Date: May 2, 2006

List Price: 18.00*
* Individual store prices may vary.

Description

The tools you need to negotiate effectively in every part of your life

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:



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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


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


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



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.


Praise For Bargaining for Advantage: Negotiation Strategies for Reasonable People

"Engaging . . . Replete with intriguging real world anecdotes. Shell offers sage and practice advice to almost any negotiator." -Howard Raiffe, author of The Art and Science of Negotiation