Bargaining for advantage
Negociation strategies for reasonable people
Résumé
ALL of us negotiate everyday to get things we want -at
home, at work and in the marketplace. But many people are
anxious about the process and afraid that others may take
advantage of them.
Driven by vivid, true stories about everything from hostage
taking and high stakes business deals to consumer disputes
and family matters, Bargaining for Advantage gives you the
knowledge you need to become a confident, effective
negotiator.
G. Richard Shell, a negotiations expert at the world-renowned Wharton School of Business and advisor to top executives from all over the world, reveals the psychological factors that lie beneath the surface of every bargaining situation. He then walks you through the straightforward, step-by-step method that the best negotiators employ to achieve their goals. Throughout, Shell shows that learning to be yourself when you negotiate is the true secret of success.
Caractéristiques techniques
| PAPIER | |
| Éditeur(s) | Penguin |
| Auteur(s) | G. Richard Shell |
| Parution | 15/06/1999 |
| Nb. de pages | 286 |
| Format | 15,3 x 23,3 |
| Couverture | Broché |
| Poids | 300g |
| Intérieur | Noir et Blanc |
| EAN13 | 9780140289305 |
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