Bargaining for Advantage: Negotiation Strategies for Reasonable People Paperback - 2006
by G. Richard Shell
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.
Summary
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
From the publisher
From the rear cover
As director of the 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 combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. Shell's unique approach, which starts with a candid self-assessment of your personal strengths and weaknesses, helps everyone from the inexperienced, anxious negotiator to the seasoned veteran. You will learn to:
-- Succeed even when you think you are short on bargaining power
-- Counter hardball tactics and tricks without compromising your ethics
-- Build trust in working relationships
-- Improve your leverage at each stage of the process
-- Decide when to compromise
Laced with entertaining stories about some of the best negotiators of all time -- including Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, and Donald Trump -- this remarkable how-to guide gives you the tools you need to become a skillful negotiator in every aspect of your life.
Details
- Title Bargaining for Advantage: Negotiation Strategies for Reasonable People
- Author G. Richard Shell
- Binding Paperback
- Edition [ Edition: secon
- Pages 304
- Volumes 1
- Language ENG
- Publisher Penguin Books, E Rutherford, New Jersey, U.S.A.
- Date 2006-05-02
- Illustrated Yes
- Features Annotated, Bibliography, Illustrated, Index, Table of Contents
- ISBN 9780143036975 / 0143036971
- Weight 0.6 lbs (0.27 kg)
- Dimensions 8.4 x 5.4 x 0.8 in (21.34 x 13.72 x 2.03 cm)
- Ages 18 to UP years
- Grade levels 13 - UP
- Library of Congress subjects Negotiation, Persuasion (Psychology)
- Library of Congress Catalog Number 2005056636
- Dewey Decimal Code 302.3
About the author
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