Bargaining for Advantage : Negotiation Strategies for Reasonable People  - Shell, G. Richard

Bargaining for Advantage : Negotiation Strategies for Reasonable People

G. Richard Shell

Yayınevi: Penguin US

Yayın tarihi: 10/2006

ISBN: 9780143036975

İngilizce | 294 Sayfa | 212 mm x 152 mm

Tür: İş Yönetimi

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The award-winning guide to business negotiation used by top negotiators and training programs all over the world—completely updated and revised

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:
• 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
• A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging
• A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track

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