Books by G. Richard Shell
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The most popular books by G. Richard Shell on 12min
Bargaining for Advantage
G. Richard Shell
The book focuses on understanding your own negotiation approach and using the forces of power and relationships to your benefit. Shell shows how expert negotiators mix cooperation with competition, aiming for mutual benefits while achieving their goals. It uses real-life stories, like Sony choosing brand growth over immediate profits, and lessons from leaders like Benjamin Franklin and Mahatma Gandhi, to show how negotiation rules work in all situations—from business deals to family matters and even hostage scenarios. Shell's practical tips and strategies, based on research, make “Bargaining for Advantage” a must-read for anyone—whether you're a student or an experienced professional—looking to enhance their negotiation abilities. Whether you're dealing with corporate agreements or personal disputes, this book gives you the skills to negotiate well, ethically, and confidently.
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