Bargaining for Advantage: Negotiation Strategies for Reasonable People

Shell, G. Richard

ISBN 10: 0143036971 / ISBN 13: 9780143036975

Editore: Penguin Books, 2006

Readable copy. Pages may have considerable notes/highlighting. ~ ThriftBooks: Read More, Spend Less 0.69. Codice articolo G0143036971I5N00

Riassunto:

A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life

"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 includes:
· 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

Informazioni sull?autore: 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.

Dati bibliografici

Titolo: Bargaining for Advantage: Negotiation ...
Casa editrice: Penguin Books
Data di pubblicazione: 2006
Legatura: Paperback
Condizione: Fair
Condizione sovraccoperta: No Jacket
Edizione: seconda edizione