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Bargaining for Advantage

Negotiation Strategies for Reasonable People

G. Richard Shell

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

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:

  • 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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About the Author

G. Richard Shell

G. Richard Shell is the Thomas Gerrity Professor, Professor of Legal Studies & Business Ethics and Management and Chairperson of the Legal Studies & Business Ethics Department at the Wharton School of the University of Pennsylvania. The creator of Wharton’s popular “Success Course,” his previous books include the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People and, with Mario Moussa, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas. He lives with his family near Philadelphia. ... More

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