Bargaining for Advantage: Negotiation Strategies for Reasonable People

    By G Richard Shell

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

    ABOUT THE AUTHOR
G. Richard Shell is director of the Wharton Executive Negotiation Workshop at the Wharton School, where he is professor of legal studies, business ethics and management. His previous book is the award-winning "Bargaining for Advantage,"
Mario Moussa is a faculty member at the Wharton School and a principal of CFAR Inc., a management consulting firm.

    SHARE THIS
Embedicon
 
9780143036975

  Choose a format

Your price: $13.60
LIST PRICE: $17.00
Paperback Non-returnable Discounts
Quantity Price Discount
1 - 24 $13.60 20%
25 - 99 $11.90 30%
100 - 499 $11.05 35%
500 - 999 $10.71 37%
ISBN: 9780143036975

Need 1000 or more?

Additional discounts may be available. Please call 1-800-236-7323 for more information.

You may also place an order online at the highlighted discount for any quantity over 500.
Pages 294
Availability Available
Publisher Penguin Books
Published 05/2006
Language English