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Bargaining for Advantage: Negotiation Strategies for Reasonable People
Paperback
Publisher Price: $20.00
ISBN13: 9780143036975
Publisher: Penguin Books
Published: May 2 2006
Pages: 304
Weight: 0.60
Height: 0.80 Width: 5.40 Depth: 8.40
Language: English
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:
- 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
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