Getting a little better at negotiation can make a big difference in
your life. Let a leading teacher at the world-renowned Wharton
School of Business make you a lot better.
As director of the Wharton 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 book, which
combines lively storytelling, proven tactics, and reliable insights
gleaned from the latest negotiation research. Shell's unique
approach, which starts with a candid self-assessment of your
personal strengths and weaknesses, helps everyone from the
inexperienced, anxious negotiator to the seasoned veteran. You will
learn to:
-- Succeed even when you think you are short on bargaining
power
-- Counter hardball tactics and tricks without compromising your
ethics
-- Build trust in working relationships
-- Improve your leverage at each stage of the process
-- Decide when to compromise
Laced with entertaining stories about some of the best
negotiators of all time -- including Benjamin Franklin, J. P.
Morgan, Sony's Akio Morita, and Donald Trump -- this remarkable
how-to guide gives you the tools you need to become a skillful
negotiator in every aspect of your life.
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