Bargaining for Advantage

Bargaining for Advantage

Negotiation Strategies for Reasonable People

Book - 2006
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Penguin Putnam

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


Random House, Inc.
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



Baker & Taylor
An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success. Reprint. 15,000 first printing.

Baker
& Taylor

A guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success.

Publisher: New York : Penguin Books, 2006
Edition: 2nd ed
ISBN: 9780143036975
0143036971
Branch Call Number: 658.4 SHE
Characteristics: xx, 294 p. : ill. ; 22 cm

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