Bargaining for Advantage: Negotiation Strategies for Reasonable People - G. Richard Shell

A must read for everyone seeking to master negotiation.**As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be.

Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience.** “Readers interested in developing or refining their negotiation skills should run, not walk, to the nearest bookstore for a copy of Bargaining for Advantage. . . . It belongs on any list of required reading for practitioners or educators in the field of negotiation and is also highly recommended to the general public.”** - Alternative Dispute Resolution Report