Bargaining for advantage
negotiation strategies for reasonable people
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Word Count
71,500 words, Guess
Page Count
286 pages
Identifiers
- Internet Archivebargainingforadv1999shel
- Internet Archivebargainingforadv0000shel_x3s1
- ISBN-100670881333
- ISBN-139780670881338
- LibraryThing224030
Classifications
- DDC302.3
- LCCBF637.N4 S44 1999
- LCCBF637.N4S44 1999
Description
The award-winning guide to business negotiation used by top negotiators and training programs all over the world—completely updated and revisedAs director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. 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
First Sentence
Two men entered a conference room in an office tower high above Lexington Avenue in New York City.
Subjects
Topics
Other Editions
- Bargaining for advantage: negotiation strategies for reasonable people
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