Bargaining for advantage : negotiation strategies for reasonable people af G. Richard Shell (Bog)

Forfatter: G. Richard Shell
Sprog: Engelsk
Antal sider: 324
Forlag: Penguin Books
Udgivelsesår: 2006
A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "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: 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
Titel: Bargaining for advantage : negotiation strategies for reasonable people
Udgave: Revised and Updated Edition

Sammendrag: Professor G. Richard Shell fra Wharton Executive Negotiation Workshop præsenterer en trinvis metode til bedre forhandlinger baseret på personlig stil, psykologi og praktiske teknikker. Bogen indeholder eksempler fra kendte forhandlere, forskning i forhandling og råd om blandt andet onlineforhandling, magtbalancer og kulturelle forskelle.
Type: Paperback