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Bargaining for Advantage: Negotiation Strategies for Reasonable People by G. Richard Shell (Paperback, 2006)

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Chapter 1: The First Foundation: Your Bargaining Style. Chapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation. Appendix B: Information-Based Bargaining Plan. Chapter 6: The Sixth Foundation: Leverage.

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BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life A must read for everyone seeking to master negotiation. This newly updated classic just got even better. -Robert Cialdini, bestselling author of Influence and Pre-Suasion 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: 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