000 | 01748nam a2200193Ia 4500 | ||
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005 | 20220106202126.0 | ||
008 | 200208s9999 xx 000 0 und d | ||
020 | _a9780143036975 | ||
082 | _a302.3 SHE | ||
100 | _aShell, G. Richard | ||
245 | 0 | _aBargaining for advantage: Negotiation strategies for reasonable people | |
260 | _aNew York | ||
260 | _bPenguin | ||
260 | _c2006 | ||
300 | _a294p. | ||
520 | _a"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 | ||
650 | _aNegotiation | ||
942 |
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