Binding: Paperback
Dewey Decimal Number: 302.3
EAN: 9780143036975
ISBN: 0143036971
Label: Penguin (Non-Classics)
Manufacturer: Penguin (Non-Classics)
Number Of Items: 1
Number Of Pages: 320
Publication Date: May 02, 2006
Publisher: Penguin (Non-Classics)
Sales Rank: 2048
Studio: Penguin (Non-Classics)

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Editorial Review:

Product Description:
The award-winning guide to business negotiation used by top negotiators and training programs all over the world—completely updated and revised

As 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




Rating: - Anyone can benefit from this book
I am not in sales, marketing, or any type of business, and I never meet with clients, so I don't HAVE to negotiate on a daily basis. But the beauty of this book is that it shows how almost everything CAN (and should) be negotiated. It isn't just about purchase price; it's about approaching every situation creatively. Some of his suggestions are so subtle, and common-sensical, that you'll wonder why you didn't come up with it on your own. For example, in one lesson, he shows why people should focus ... Read More

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Rating: - Savvy, entertaining negotiation manual
Negotiating is one of the most basic yet complex social interactions that people undertake. These sessions can be straightforward or highly strategic, and can involve the exchange of everything from sheep to global conglomerates. Since negotiations are the products of intense human relations, they produce great stories founded on basic social science and psychology principles. Author and professor G. Richard Shell has done a masterful job of presenting the art and science of negotiation. That must be ... Read More

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Rating: - Great Negotiation
The book is a very helpful tool in learning negotiations. His style of explaining the concepts makes it easy to understand and makes you want to get out and try your new skills.

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Rating: - A little verbose, with interesting tidbits here and there...
I found myself dozing off to sleep sometimes just trying to get past some of the "duh" moments in this book. Perhaps only for newbie b-schoolers or those getting a start in a career where heavy negotiating is key will this book really be a benefit. Otherwise, the best parts were the self-assessment to determine your personal negotiation style, and the chapter about "leverage." Recommended for those who may not have had very much business or sales experience, or experience particularly in a global forum ... Read More

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Rating: - Negotiation best practices
This book is a must have for every one. I have been in Sales, Product management and Sales Management for 15 years and read numerous books on the 'sales' side though this book sums up what most people including sales people do 90% of the time - negotiate.

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