Bargaining for Advantage

Led by Professor G. Richard Shell, director of the Wharton Executive Negotiation Workshop, this book offers a systematic and engaging approach to mastering negotiation, supported by storytelling, proven tactics, and research insights. It features a new "Negotiation I.Q." test to identify individual strengths and weaknesses, along with practical advice on avoiding pitfalls in online negotiations and navigating gender and cultural dynamics. The updated edition provides valuable tools for both beginners and experienced negotiators to improve their skills and outcomes.