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Bargaining for Advantage : Negotiation Strategies for Reasonable People -Updated - rev edition

Bargaining for Advantage : Negotiation Strategies for Reasonable People -Updated (ISBN10: 0143036971; ISBN13: 9780143036975)
ISBN13: 978-0143036975
ISBN10: 0143036971

Summary: 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
...show more
Summary: 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
...show less

Edition/Copyright: REV 06
Cover: Paperback
Publisher: Penguin Books, Inc.
Published: 04/25/2006
International: No

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