Bargaining for Advantage : Negotiation Strategies for Reasonable People

g. richard shell

An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success. Reprint.

Genres businessnonfictioncommunicationpsychologyself helpmanagementbuisnesspersonal developmentleadershiplaw

304 pages, Paperback

First published January 1,1999

This edition

Format: 304 pages, Paperback
Published: June 1, 2000 by Penguin Books
ISBN: 9780140281910
ASIN: 0140281916
Language: English

About the author

G. Richard Shell is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School of Business. His latest book, The Conscience Code: Lead with Your Values. Advance Your Career, is the essential guide to creating and maintaining ethical, speak-up cultures at work. His Springboard: Launching Your Personal Search for Success (Penguin/Portfolio 2013), was named Business Book of Year for 2013 by the largest business bookseller in the United States. Shell is the Director of Wharton's Executive Negotiation Workshop and its Strategic Persuasion Workshop and has taught everyone from Navy SEALs, UN diplomats, and Fortune 500 CEOs to FBI hostage negotiators, emergency room nurses, and front-line public school teachers. His earlier works include the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People (2nd Edition, Penguin 2006)and (with co-author Mario Moussa) The Art of Woo: Using Strategic Persuasion to Sell Your Ideas (Portfolio/Penguin 2007). His books have sold over 500,000 copies and are available in over seventeen languages.