Bargaining for Advantage

  • by G. Richard Shell
  • Narrated by Sean Pratt
  • 11 hrs and 10 mins
  • Unabridged Audiobook

Publisher's Summary

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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Customer Reviews

Most Helpful

Very informative, well structured and enjoyable

As someone with no negotiating background, I always felt aimless when going up against those with a clear competitive streak, whether dealing with colleagues or buying a car. This book was very helpful in shining light the different negotiation types, personality types and how to be effective in use of this knowledge. There seem to be a ton of books on this topic. This one may be all you need.
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If your like me bargaining has been rather intuitive in my approach over the years. And while thats ok in most situations I found this book extremely helpful by helping me identify my mist dominant styles and how they interrelate to the others. A must read!
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- Steven Armsrong

Book Details

  • Release Date: 06-17-2014
  • Publisher: Gildan Media, LLC