The award-winning guide to business negotiation used by top negotiators and training programs all over the world
- completely updated and revised.
As director of the renowned 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 is available in over
ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest
negotiation research.
This updated edition includes:
A brand-new "Negotiation I.Q." test designed by Shell and used by executives at the Wharton workshop
that reveals each reader's unique strengths and weaknesses as a negotiator
A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant
messaging
A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks
back on track