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Bargaining for Advantage Negotiation Strategies for Reasonable People

by G. Richard Shell

ISBN: 9780140281910
ISBN10: 0140281916

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Bargaining for Advantage Negotiation Strategies for Reasonable People

by G. Richard Shell

List Price: $15.00
Binding: Paperback
Publisher: Penguin USA
Publish date: 06/01/2000
ISBN: 9780140281910
ISBN10: 0140281916

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Description: As Director of the Wharton Executive Negotiation Workshop and professor at one of the world's most renowned business schools, G. Richard Shell knows what it takes to survive and thrive in the rough-and-tumble world of high-stakes negotiations. Now he brings his dynamic, step-by-step program for bargaining success to the general reader. Focusing on six key psychological leverage points, Shell shows everyone how they can get more of what they want, gain the confidence they need, counter hardball tactics, and dodge the tricks that others try to play.

Based on the latest research and laced with vivid stories about word-class hagglers such as Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, and Donald Trump, this book provides a realistic, powerful framework for business and consumer negotiations that will help everyone from the inexperienced, anxious negotiator to the seasoned veteran.

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Bargaining for Advantage Negotiation Strategies for Reasonable People

by G. Richard Shell

Bargaining for Advantage Negotiation Strategies for Reasonable People

by G. Richard Shell

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