Bargaining for advantage. Negociation Strategies for Reasonable People (Broché)

G-Richard Shell

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  • Penguin Books

  • Paru le : 16/05/2001
  • 1 million de livres à découvrir
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Whatever your profession, success depends on the ability to negotiate effectively. But what is the right way to negotiate? First, says G. Richard Shell, a negotiations expert at the Wharton School of Business, don't look for simplistic formulas. Each of us has our own bargaining style: some are confrontational and competitive, others prefer to co-operate. Shell shows how to develop a negotiation approach that builds on, and gains strength from, our individual characteristics. Outlining the six psychological factors that lie beneath each negotiation, he gives a step-by-step guide to using the tools we feel most comfortable with to attain our goals. Our skills grow as we learn to use each transaction as an opportunity to be more effective. Above all, Shell demonstrates that being yourself when you negotiate is the sure way to come out top.
  • Date de parution : 16/05/2001
  • Editeur : Penguin Books
  • ISBN : 0-14-028931-3
  • EAN : 9780140289312
  • Présentation : Broché
  • Nb. de pages : 286 pages
  • Poids : 0.235 Kg
  • Dimensions : 12,8 cm × 19,7 cm × 1,6 cm

Biographie de G-Richard Shell

G. Richard Shell is Professor of Legal Studies and Management and Academic Director of the Executive Negotiation Workshop at the Wharton School of the University of Pennsylvania. He has consulted with a wide variety of individuals, government officials and organizational leaders to help them solve difficult negotiation problems, and has provided negotiation training for companies such as Citibank, Salomon Smith Barney, Merck, Hewlett-Packard and Lucent Technologies. His articles on negotiation and dispute resolution have appeared in scholarly journals as well as popular publications such as the Wall Street Journal and The New York Times. He lives with his wife and two sons in Philadelphia, Pennsylvania.

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