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
G. Richard Shell teaches negotiation at the Wharton School of Business at the University of Pennsylvania, where he is professor of legal studies, business ethics, and management and academic director of the Wharton Executive Negotiation Workshop.
