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Publisher's Summary

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.

©2006 G. Richard Shell (P)2014 Gildan Media LLC

What members say

Average Customer Ratings

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Loaded with practical strategies, real scenarios

Mr. Shell has written a practical guide that I can actually use. He breaks things down and does not overwhelm the reader. He sets you up to understand what type of person you are, he gets you thinking about the other person in the negotiation. He reviews strategies. The summaries are a great touch. I felt as though by the end, I had someone really cheering me on and excited for me to succeed.

1 of 1 people found this review helpful

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Very informative, well structured and enjoyable

As someone with no negotiating background, I always felt aimless when going up against those with a clear competitive streak, whether dealing with colleagues or buying a car. This book was very helpful in shining light the different negotiation types, personality types and how to be effective in use of this knowledge. There seem to be a ton of books on this topic. This one may be all you need.

2 of 3 people found this review helpful

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Great info

Great info in this book and very helpful. Sean Pratt made it come to life.

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To the point

I enjoyed listening to this book as part of my MBA during the long distance runs for NYC marathon preparation. It is easy to digest and the examples are easy to understand. Highly recommended!

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Excellent

If your like me bargaining has been rather intuitive in my approach over the years. And while thats ok in most situations I found this book extremely helpful by helping me identify my mist dominant styles and how they interrelate to the others. A must read!

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great read on negotiation and strategy

if you're a negotiator and you're looking to brush up on your skills, this is a really great book to listen to regarding real stories, real inspiration from the stories, regarding real negotiation and strategies of historical events that have taken place on small large huge business opportunities. this book has an awful lot to offer anyone who has negotiating skills and needs to upscale their negotiation strategies. I recommend this book to anyone in business

1 of 2 people found this review helpful

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Book didn’t load

I was not able to play this didn’t work on audible.which sucks because this is a required reading for my Negotiations class

0 of 1 people found this review helpful