Bargaining
for Advantage: Negotiation Strategies for
Reasonable People
by G.
Richard Shell From the
director of the Wharton Executive
Negotiation Workshop, an accessible and
authoritative guide to making every move
in every bargaining situation.
Once every
decade or two, someone writes a book that
changes the way people think about an
important aspect of business. The classic
Getting to Yes from a team of Harvard
researchers was such a book, providing a
step-by-step guide to conflict
resolution. Bargaining for Advantage,
coming out of the top-rated Wharton
School of Business, is such a book for
goal-oriented bargaining and negotiation.
Based on Professor G. Richard
Shell's
Bargaining
for Advantage executive training program,
it is a unique combination of lively
storytelling and useful lessons based on
the latest insight from negotiation
research. Bargaining for Advantage is a
real-world guide to the complex
psychology of each bargaining situation.
It focuses on six key emotional leverage
points that researchers have shown help
the best negotiators succeed and answers
such questions as: how can you achieve
your goals even when short on bargaining
power? Case studies involving the likes
of Benjamin Franklin, J. P. Morgan, and
Donald Trump illustrate a flexible,
step-by-step approach to make you a
skillful and realistic negotiator.
"Wise,
persuasive, and entirely readable . . .
provides practical step-by-step advice to
negotiators who want to bargain
effectively without compromising
themselves or their values."
--Michael Weeler, coeditor of Harvard
University's Negotiation Journal....Read More
ORDER NOW!
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