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"Where else will you make money in this turbulent environment if not through negotiation?" asks Richard Shell, author of Bargaining for Advantage and The Art of Woo [Winning Others Over]. "Whether you're purchasing, selling, or pursuing strategic alliances, you cannot help but increase the tangible benefits to your company if you become a more effective negotiator." Negotiation is not about tactics. It's not about winning and losing. It's about individual bargaining styles says G. Richard Shell, JD, Thomas Gerrity Professor, Professor of Legal Studies and Business Ethics and Management at Wharton.
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