000			01373 a2200169 4500
005			20250830214824.0
020			_a9780143036975
082			_a302.3 SHE
100			_aShell, G. Richard
245			_aBargaining for Advantage: Negotiation Strategies for Reasonable People
250			_a3
260			_bPenguin Books _c2005 _aNew York
300			_a275
520			_aAs 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
650			_aNegotiation Strategies
942			_cBK _2ddc
999			_c51206 _d51206