Bargaining for Advantage
Negotiation Strategies for Reasonable People 2nd annotated edition
By (author) G Richard Shell
Format: Paperback / softback
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Bargaining for Advantage by G Richard Shell
Book DescriptionAs 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
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Book DetailsISBN: 9780143036975
(212mm x 152mm x 18mm)
Imprint: Penguin USA
Publisher: Penguin Putnam Inc
Country of Publication: United States
Books By Author G Richard Shell
Springboard, Paperback / softback (April 2014)
Challenges you to set aside ideas of success as defined by society, family, and the media. Drawing on decades of research, this book helps you probe your past, imagine your future, and measure your strengths.
Art of Woo, Paperback / softback» View all books by G Richard Shell
Part emotional intelligence, part politics, part rhetoric, and part psychology, selling ideas is about helping others to engage their minds and imaginations. Shell and Moussa offer a self-assessment to determine which persuasion role fits each reader best and how to make the most of his or her natural strengths.
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Author Biography - G Richard Shell
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.
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