G. Richard Shell teaches negotiation at the Wharton School of Business at the University of Pennsylvania, where he is professor of legal studies, business ethics, and management and academic director of the Wharton Executive Negotiation Workshop.
Very technically written, and not as easy to understand as other Influencing and Negotiating guides on the market for business.Published on Jan. 23 2013 by Melanda
I purchased this book in february and it was supposedly shipped out on feb 28th and now its a month later and I stal haven't recieved it yet. Read morePublished on March 29 2011 by Sam C.
This book is an improvement on what "Getting to Yes" tries to achieve. It is much more descriptive of the mechanisms of negotiation, with often three or four stories, as... Read morePublished on Feb. 11 2003 by Denis Benchimol Minev
I've recently completed a Masters degree with a dissertation comparing authentic to simulated sales negotiations from a linguistic point of view. Read morePublished on Oct. 3 2000 by Hosehead
Sometimes we get all worked up about negogiation. What I like about this book is that the author tries to help the reader figure out his or her style. Read morePublished on July 15 2000 by Amazon Customer
Who knew that a business "how to" book could also be an enormously enjoyable and enlightening treatise on human relationships? Read morePublished on Jan. 7 2000 by Jeremy Hildreth
Coherent, lucid and well written. Interesting cases and excellent insight backed up with real research (not just anecdotes). The author (Shell) has done a superb job.Published on Oct. 26 1999