Bargaining for Advantage
Negotiation Strategies for Reasonable People
What's it about
Struggling to get what you want out of a negotiation? Learn the secrets to bargaining effectively without being aggressive or manipulative. This guide reveals a proven, step-by-step process for achieving your goals while maintaining your integrity and strengthening relationships, turning every deal into a win-win. Discover your personal negotiation style and leverage it for maximum impact. You'll learn how to set optimal goals, manage information strategically, and navigate ethical dilemmas with confidence. Master the six foundations of effective negotiation and start bargaining for the advantage in your career and life.
Meet the author
G. Richard Shell is the Thomas Gerrity Professor and Chair of the Legal Studies and Business Ethics Department at the Wharton School, where he directs its world-renowned negotiation workshops. A prize-winning scholar and teacher, he developed his practical, step-by-step negotiation method over decades of research, teaching, and advising thousands of executives and professionals. His unique background combining legal practice, academic research, and extensive corporate consulting provides the foundation for his universally applicable strategies for reasonable people.
The Script
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