Bargaining for Advantage
Negotiation Strategies for Reasonable People
Category: Career & Self-Development
Whether your style is polite or pushy, learn how to get what you want in negotiations.
In this summary you will learn
- How to use the six foundations that support good negotiation
- How to produce positive results
- Which four distinct stages all negotiations go through
getAbstract rating
| getAbstract rating |
Applicability |
|
Innovation |
|
Style |
|
| Level of Expertise |
Why you should read Bargaining for Advantage
Negotiating is one of the most basic yet complex social interactions that people undertake. These sessions can be straightforward or highly strategic, and can involve the exchange of everything from sheep to global conglomerates. Since negotiations are the products of intense human relations, they produce great stories founded on basic social science and psychology principles. Author and professor G. Richard Shell has done a masterful job of presenting the art and science of negotiation. That must be why he is known as one of the most highly-rated business school professors in the U.S. This book is educational and entertaining, and contains great examples of negotiations from such varied sources as African tribes and J.P. Morgan. getAbstract highly recommends it to anyone who wants to find out more about this intricate social interaction. Learn exactly how to become better at getting what you want.
About the Author
G. Richard Shell is a professor and negotiation expert at the Wharton School of the University of Pennsylvania. BusinessWeek named him as one of the nation’s top business school professors three times. He trains executives, nonprofit leaders and government officials in negotiation.
Do you like this summary?
Ähnliche Zusammenfassungen
-
Comebacks at Work
Using Conversation to Master Confrontationby Kathleen Kelley Reardon and Christopher T. Noblet
-
The One Minute Negotiator
by Don Hutson and George Lucas
-
The Triangle of Truth
by Lisa Earle McLeod
-
B2B Street Fighting
by Brian J. Dietmeyer



