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Title Details

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Title   Bargaining for Advantage : Negotiation Strategies for Reasonable People 

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Author   SHELL Richard  ISBN   9780143036975  Add to shopping cart   
Publisher   Penguin Books  Group   Commerce/Law View shopping cart
Binding   Paperback Category   Communicatio  Terms and conditions
Edition   2/2006 Type   Go back
Publication Year   2006 
Subject   Business negotiation 
Stock Status   Not currently in stock - contact store for availability 
Order Status   Not currently on order 
Synopsis The award-winning guide to business negotiation used by top negotiators and training programs all over the world?completely updated and revised
As 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

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