Bargaining for Advantage

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.

This updated edition includes:

• An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator
• A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse
• Insights on how to succeed when you negotiate online
• Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track

- 2nd ed. edition