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Synopsis
An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success. Reprint.
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From the Back Cover
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.
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- PublisherPenguin Books
- Publication date2000
- ISBN 10 0140281916
- ISBN 13 9780140281910
- BindingPaperback
- LanguageEnglish
- Number of pages304
- Rating
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Bargaining for Advantage : Negotiation Strategies for Reasonable People
Published by
Penguin Publishing Group, 2000
ISBN 10: 0140281916
ISBN 13: 9780140281910
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