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Bargaining for Advantage: Negotiation Strategies for
Reasonable People
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Paperback: 304 pages Publisher: Penguin Books; 2 edition (May 2, 2006) Language: English ISBN-10:
0143036971 ISBN-13: 978-0143036975 Product Dimensions: 5.5 x 0.6 x 8.4 inches Shipping Weight: 10.4
ounces (View shipping rates and policies)
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Book Description
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-Suasion As 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

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