BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life
"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
"synopsis" may belong to another edition of this title.
I wrote "Bargaining for Advantage" because the students and executives I teach are some of the best and most demanding in the world -- and they demanded something different. They wanted a negotiation book that was more intelligent than the usual "war story" book by a sports agent or hollywood celebrity. But they also wanted a book that was more realistic than the typical win-win, theoretical treatment that academics give the subject.
So I decided to write a book that would be about the way real people negotiate -- complete with the best that researchers could tell us about how to conduct and improve our practice. Then I worked hard to bring this material to life through vivid stories and examples given us by the world's best negotiators. I searched through the lives of history's most successful people -- people like Mahatma Gandhi, Benjamin Franklin, J.P. Morgan, Andrew Carnegie, Sony's Corporation's founder Akio Morita, and modern business moguls like Donald Trump and Ted Turner.
I then organized this material into a user-friendly set of lessons and concepts I call "information-based bargaining." This approach will teach you the way the best negotiators in the world actually practice their art -- and show you the scientific basis for how they do it.
At Wharton we believe that the best negotiators are those who learn to "be themselves" at the bargaining table. This means that effective negotiation is only about 10% tactics -- the rest comes from having the right attitude. My goal in "Bargaining for Advantage" is to instill in readers the confidence and positive attitude they need to open their own, personal negotiation "toolbox" and start achieving their goals -- at home, at work and at the bargaining table.
"About this title" may belong to another edition of this title.
Book Description Soft Cover. Condition: new. Seller Inventory # 9780143036975
Book Description Paperback or Softback. Condition: New. Bargaining for Advantage: Negotiation Strategies for Reasonable People 0.64. Book. Seller Inventory # BBS-9780143036975
Book Description Softcover. Condition: New. 2. BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide for learning to negotiate effectively in every part of your life"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-SuasionAs 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: An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator 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. Seller Inventory # DADAX0143036971
Book Description Condition: New. Brand New. Seller Inventory # 0143036971
Book Description Condition: New. Seller Inventory # 4034574-n
Book Description Paperback. Condition: New. Brand New!. Seller Inventory # 0143036971
Book Description Condition: New. Buy with confidence! Book is in new, never-used condition. Seller Inventory # bk0143036971xvz189zvxnew
Book Description Condition: New. New! This book is in the same immaculate condition as when it was published. Seller Inventory # 353-0143036971-new
Book Description Condition: New. Seller Inventory # ABLIING23Feb2215580020474
Book Description Paperback. Condition: new. Paperback. A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life"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-SuasionAs 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-An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiatorA brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasseInsights on how to succeed when you negotiate onlineResearch on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track Focusing on six psychological leverage points, the director of the Wharton Executive Negotiation Workshop outlines a bargaining strategy for business and consumers that is based on the latest research. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Seller Inventory # 9780143036975