Bargaining for Advantage: Negotiation Strategies for Reasonable People

BRAND NEW FOR 2019: 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

Binding Type: Paperback
Author: Shell, G. Richard
Published: 05/02/2006
Publisher: Penguin Books
ISBN: 9780143036975
Pages: 304
Weight: 0.64lbs
Size: 8.36h x 5.98w x 0.69d