Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
| Author | : | |
| Rating | : | 4.60 (742 Votes) |
| Asin | : | 0143036971 |
| Format Type | : | paperback |
| Number of Pages | : | 320 Pages |
| Publish Date | : | 2015-09-25 |
| Language | : | English |
DESCRIPTION:
G. Richard Shell teaches negotiation at the Wharton School of Business at the University of Pennsylvania, where he is professor of legal studies, business ethics, and management and academic director of the Wharton Executive Negotiation Workshop.
Shell offers sage and practice advice to almost any negotiator." -Howard Raiffe, author of The Art and Science of Negotiation. "Engaging Replete with intriguging real world anecdotes
"Straight-forward and memorable advice" according to Leanna. I actually found this to be a pretty interesting read, which I think is saying something about a negotiation book.I picked this up to help with my career in general - I didn't have any upcoming negotiations I was worried about, but I do have to negotiate on behalf of myself and my employer fairly frequently, and it's an area I've . "Relevant but painful to read" according to Jaroslav TuÄek. Good advice, relevant case-stories however, the book gets painfully boring at times and elaborates absolutely obvious points. Do read a sample before you buy. If you find the style engaging, then you can safely add a star or two to the rating.. Brass in her Pocket said Should be required reading. As a small business owner I often find myself in the previously uncomfortable position of having to negotiate for my business advantage. Before reading this book, my own negotiation "rules" could be summed up with the following beliefs: "If I am reasonable in my requests, I should not have to negotiate, only approve or disapprove
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. Richard Shell has taught thousands of business leaders, administr