Bargaining For Advantage : Negotiation Strategies For Reasonable People

By:

G. Richard Shell

Material type: Text

TextISBN:

9780143036975

DDC classification:

380 SHE

Summary: "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."--Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes : This updated edition · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track.

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Holdings
Item type	Current library	Home library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Booku Library Services	Booku Library Services	Business & Finance	380 SHE (Browse shelf(Opens below))	1	Available		9780143036975

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Previous	380 SEN The Fifth Discipline: The Art And Practice Of The Learning Organization	380 SHA The Leader Who Had No Title: A Modern Fable on Real Success in Business and in Life	380 SHE The Art of Woo: Using Strategic Persuasion to Sell Your Ideas	380 SHE Bargaining For Advantage : Negotiation Strategies For Reasonable People	380 SIL Evaluating Performance: How To Appraise, Promote, And Fire	380 STO The Lean CEO: Leading The Way To World-Class Excellence	380 TRA Change Your Thinking, Change Your Life: How to Unlock Your Full Potential for Success and Achievement	Next

"A must read for everyone seeking to master negotiation. This newly updated classic just got even better."--Robert Cialdini, bestselling author of Influence and Pre-Suasion

As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes :

This updated edition
· An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator
· A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse
· Insights on how to succeed when you negotiate online
· Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track.

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