Bargaining for Advantage: Negotiation Strategies for Reasonable People Book By G. Richard Shell (PDF-Summary-Review-Online Reading-Download)


Bargaining for Advantage: Negotiation Strategies for Reasonable People Book By G. Richard Shell As director of Wharton's renowned Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, managers, and other professionals how to survive and thrive in the sometimes rough and shaky world of negotiations. His systematic, step-by-step approach comes to life in this book, which is available in more than ten foreign editions and combines lively narration, proven tactics, and reliable insights gleaned from the latest negotiation research. This updated edition includes:

A new "trading I.Q." test designed by Shell and used by executives in the Wharton workshop that reveals each reader's unique strengths and weaknesses as a negotiator

A concise manual on how to avoid the pitfalls and pitfalls of online negotiations related to email and instant messaging.

A detailed look at how cultural and gender differences can derail negotiations, and tips for getting conversations back on track.

Book Review
No matter what you do for a living, good negotiation skills help you reach your goals quickly. Trading for advantage will help you identify your negotiating style, strengths, and weaknesses, identify your trading objectives, and teach you useful tactics to get the most out of your negotiations.

Book Club Questions

About The Author of The Book G. Richard Shell
G. Richard Shell is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School of Business. His latest book, Springboard: Launching Your Personal Search for Success (Penguin/Portfolio 2013), was named Business Book of Year for 2013 by the largest business bookseller in the United States, 800CEOREAD. He is the Director of Wharton’s Executive Negotiation Workshop and its Strategic Persuasion Workshop and has taught everyone from Navy SEALs, UN diplomats, and Fortune 500 CEOs to FBI hostage negotiators, emergency room nurses, and front-line public school teachers. His earlier works include the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People (2nd Edition, Penguin 2006)and (with co-author Mario Moussa) The Art of Woo: Using Strategic Persuasion to Sell Your Ideas (Portfolio/Penguin 2007). His works are available in over fifteen languages.



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