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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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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