Bargaining For Advantage: Negotiation Strategies For Reasonable People

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.