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　　The award-winning guide to business negotiation used by top

negotiators and training programs all over the world—completely

updated and revised

As director of the renowned Wharton Executive Negotiation

Workshop, Professor G. Richard Shell has taught thousands of

business leaders, administrators, and other professionals how to

survive and thrive in the sometimes rough-and-tumble world of

negotiation. His systematic, step- by-step approach comes to life

in this book, which is available in over ten foreign editions and

combines lively storytelling, proven tactics, and reliable insights

gleaned from the latest negotiation research.

This updated edition includes:

? A brand-new “Negotiation I.Q.” test designed by Shell and used

by executives at the Wharton workshop that reveals each reader’s

unique strengths and weaknesses as a negotiator

? A concise manual on how to avoid the perils and pitfalls of

online negotiations involving e-mail and instant messaging

? A detailed look at how gender and cultural differences can

derail negotiations, and advice for putting talks back on track

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　　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.

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