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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.
©2006 G. Richard Shell (P)2014 Gildan Media LLC
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Customer Reviews

Most Helpful

By MSSMDNY on 12-07-15

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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2 of 3 people found this review helpful


By Tiasdolls on 10-10-17

Loaded with practical strategies, real scenarios

Mr. Shell has written a practical guide that I can actually use. He breaks things down and does not overwhelm the reader. He sets you up to understand what type of person you are, he gets you thinking about the other person in the negotiation. He reviews strategies. The summaries are a great touch. I felt as though by the end, I had someone really cheering me on and excited for me to succeed.

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