Bargaining for Advantage by G. Richard Shell- Paperback
Condition: New
Product Description As Director of the Wharton Executive
Negotiation Workshop and professor at one of the world's most renowned
business schools, G. Richard Shell knows what it takes to survive and
thrive in the rough-and-tumble world of high-stakes negotiations. Now
he brings his dynamic, step-by-step program for bargaining success to
the general reader. Focusing on six key psychological leverage points,
Shell shows everyone how they can get more of what they want, gain the
confidence they need, counter hardball tactics, and dodge the tricks
that others try to play.
Based
on the latest research and laced with vivid stories about world-class
hagglers such as Benjamin Franklin, J. P. Morgan, Sony's Akio Morita,
and Donald Trump, this book provides a realistic, powerful framework
for business and consumer negotiations that will help everyone from the
inexperienced, anxious negotiator to the seasoned veteran.
"Whether you're buying a car, trying to get the kids into bed, or brokering a major business deal, Bargaining for Advantage
teaches you to think on your feet and discover imaginative ways to come
to terms with anyone."--Laurie Calkhoven, Editorial Director, The Money
Book Club
"A wonderful integration of practical advice that will
be useful to all readers."--Max H. Bazerman, Gerber Professor of
Dispute Resolution and Organization, Kellogg School of Management at
Northwestern University
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