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Bargaining for Advantage: Negotiation Strategies for Reasonable People

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.

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Book Information

Publisher: Penguin Books
Publish Date: 05/02/2006
Pages: 294
ISBN-13: 9780143036975
ISBN-10: 0143036971
Language: English

Full Description

The tools you need to negotiate effectively in every part of your life
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:


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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


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A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging


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A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track

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