Bargaining for Advantage: Negotiation Strategies for Reasonable People
Ever wonder what makes a great negotiator? Whether negotiations give you anxiety or inflow your competitive juices, you can become a better negotiator, whatever your bargaining style or personality. In this book, Wharton Executive Negotiation Workshop Director G. Richard Shell distills the latest social science and psychology research on negotiation. Shell outlines six research-backed foundations and the four steps of the negotiation process. Get more of what you want and keep your professional relationships intact when you apply these principles of negotiation.