Bargaining for advantage : negotiation strategies for reasonable people

Häftad bok. Penguin Books. 2 uppl. 2006. 294 sidor.

Mycket gott skick. Oläst exemplar. English text. Bruksspår på pärmomslaget ///Förlagets beskrivning: As director of the world-renowned Vharton 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 internationally acclaimed book—now available in more than ten languages—which combines lively stories about world-class negotiators from J. P. Morgan to Donald Trump, proven bargaining tactics, and reliable insights gleaned from the latest negotiation research. This updated edition includes: • Richard Shell's cutting-edge "Negotiation I.Q.w test that reveals your unique strengths as a negotiator • Best practices from the world's top dealmakers • Moves to use when you are short on bargaining power • Insight on how to avoid the perils and pitfalls of online negotiations, involving e-mail and instant messaging • Research on how gender and cultural differences can derail ne^otiations, and advice for putting things back on track "Essential reading for executives who negotiate themselves or manage those who do. Bargaining Jor Advantage provides a powerful framework for understanding negotiation situations. . . . Perhaps best of all. Shell's book is fun to read." -EFREM ZIMBALIST iii, CFO, TIMES MIRROR COMPANY.