From the director of the Wharton Executive Negotiation Workshop, an accessible and authoritative guide to making every move in every bargaining situation.
Once every decade or two, someone writes a book that changes the way people think about an important aspect of business. The classic Getting to Yes from a team of Harvard researchers was such a book, providing a step-by-step guide to conflict resolution. Bargaining for Advantage, coming out of the top-rated Wharton School of Business, is such a book for goal-oriented bargaining and negotiation. Based on Professor G. Richard Shell's
Bargaining for Advantage executive training program, it is a unique combination of lively storytelling and useful lessons based on the latest insight from negotiation research. Bargaining for Advantage is a real-world guide to the complex psychology of each bargaining situation. It focuses on six key emotional leverage points that researchers have shown help the best negotiators succeed and answers such questions as: how can you achieve your goals even when short on bargaining power? Case studies involving the likes of Benjamin Franklin, J. P. Morgan, and Donald Trump illustrate a flexible, step-by-step approach to make you a skillful and realistic negotiator.
"Wise, persuasive, and entirely readable . . . provides practical step-by-step advice to negotiators who want to bargain effectively without compromising themselves or their values." --Michael Weeler, coeditor of Harvard University's Negotiation Journal
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Getting a little better at negotiation can make a big difference in your life. Let a leading teacher at the world-renowned Wharton School of Business make you a lot better.
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.About the Author:
G. Richard Shell is an award-winning teacher and scholar at the Wharton School of the University of Pennsylvania. He was named one of the country's top business school professors in Business Week's Guide to the Best Business Schools in 1993 and 1999. His articles on negotiation and dispute resolution have appeared in such publications as the Wall Street Journal and the New York Times.
Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.
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Descrizione libro Viking Adult, 1999. Hardcover. Condizione libro: New. Codice libro della libreria P110670881333
Descrizione libro Viking Adult. Hardcover. Condizione libro: New. 0670881333 New Condition. Codice libro della libreria NEW6.0324168
Descrizione libro Viking Adult, 1999. Hardcover. Condizione libro: New. 1. Codice libro della libreria DADAX0670881333
Descrizione libro Viking Adult, 1999. Hardcover. Condizione libro: New. book. Codice libro della libreria 0670881333
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