Bargaining for Advantage

BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide for 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