Big Book of negotiations: strategies, scripts, cases. Shell R.

We all have to negotiate sooner or later. Someone is engaged in this professionally, agreeing on the merger of companies or discussing the settlement of political conflicts at the highest level. Someone is trading about the price when buying a car or on an increase in salaries. In all these cases, it is necessary to have an idea of ​​the possible tactics of negotiations, the tricks that opponents can go, and the possible scenarios of exiting dead -end situations.

Richard Shella, professor of the Worton Business School, recognized expert in the field of conducting negotiations, reveals all possible aspects of the negotiation process. You will learn how skilled negotiators recognize hidden psychological strategies, and learn to cope with an increase in emotional degree. You can determine and improve your own style of negotiations, begin to control your own reactions and find solutions even when the situation seems hopeless. You will gain confidence, and the negotiations themselves will no longer be like walking along the razor blade -a bidding will become a breakdown of forces that bring pleasure and benefit.