Bargaining for Advantage: Negotiation Strategies for Reasonable People
Focusing on six psychological leverage points, the director of the Wharton Executive Negotiation Workshop outlines a bargaining strategy for business and consumers that is based on the latest research.
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Focusing on six psychological leverage points, the director of the Wharton Executive Negotiation Workshop outlines a bargaining strategy for business and consumers that is based on the latest research. n nBRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life n nA 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 n n 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 n n This updated edition includes: n - An easy-to-take Negotiation I.Q. test that reveals your unique strengths as a negotiator n - A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse n - Insights on how to succeed when you negotiate online n - Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track n nn
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