000			01748nam a2200193Ia 4500
999			_c176917 _d176917
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			_cB _2ddc