Bargaining for Advantage: Negotiation Strategies for Reasonable People - Softcover

Shell, G. Richard

Softcover

ISBN 10: 0143036971 ISBN 13: 9780143036975

Publisher: Penguin Books, 2006

BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide for 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

From the Back Cover:

Gain the confidence you need to negotiate effectively in every part of your life.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. His systematic, step-by-step approach comes to life in this internationally acclaimed book- now in its third edition and available on more than ten languages. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest negotiation research. 
This updated edition includes :

-- An easy-to-take "Negotiation IQ" test that reveals your unique strengths as a negotiator
-- Entertaining examples of best practices from the world's top dealmakers
-- Reliable moves to use when you are short on bargaining power
-- 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
 
"Outstanding...[ one of] the only negotiation books you'll ever need."
-Timothy Ferriss, New York Times bestselling author of The 4-Hour Workweek

"Richard Shell is known to be a star teacher of negotiation. His expertise comes through in his book...a wonderful integration of practical advice that will be useful to all readers." -Max H. Bazerman, Professor at Harvard Business School and coauthor of Negotiation Genius 
WINNER OF THE CPR INSTITUTE FOR DISPUTE RESOLUTION'S BOOK AWARD FOR EXCELLENCE

About the Author:

G. Richard Shell is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School of Business of the University of Pennsylvania. He is an award-winning teacher and directs Wharton's Executive Negotiation Workshop and Strategic Persuasion Workshop. In addition to Bargaining for Advantage, he is the author of Springboard: Launching Your Personal Search for Success, Make the Rules or Your Rivals Will, and co-author (with Mario Moussa) of The Art of Woo: Using Strategic Persuasion to Sell Your Ideas.