G. Richard Shell is a professor of legal studies, business ethics, and management at the Wharton School of Business. His work delves into the art of persuasion, negotiation, and guiding individuals toward personal success. Drawing from extensive experience teaching diverse professionals, Shell offers practical strategies for achieving goals and effectively selling ideas. His books, translated into over fifteen languages, provide readers with tools to successfully advance their visions.
An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success. Reprint.