G. Richard Shell
What’s inside
This book offers a strategic approach to negotiation, providing practical guidance and methods to achieve advantageous outcomes while maintaining fairness and integrity.
You’ll Learn
- Enhanced negotiation skills
- Improved understanding of different negotiating styles
- Strategies for maintaining ethical standards
- Techniques for persuasion and gaining leverage
Key Points
- Understanding Your Negotiation Style
- The Role of Situation in Strategy
- Leveraging Information for Bargaining Power
- Negotiating Ethics and Standards
- Influence Tactics and Persuasion
- Finding and Using Leverage
- Closing Deals and Post-Negotiation
Who’s it For
- Business professionals
- Negotiators
- Sales personnel
- Managers
- Lawyers
- Anyone interested in improving negotiation skills
About the author
G. Richard Shell is an award-winning scholar and teacher at the Wharton School of Business, specializing in negotiation and persuasion.