false 13392 23801 0143036971 9780143036975 14 http://photo.goodreads.com/books/1167460551m/23801.jpg http://photo.goodreads.com/books/1167460551s/23801.jpg http://www.goodreads.com/book/show/23801.Bargaining_for_Advantage_Negotiation_Strategies_for_Reasonable_People_2nd_Edition 3.81 54 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]]> 13392 3.73 98 30 1999 1202580 1591841763 9781591841760 14 http://www.goodreads.com/images/nocover-111x148.jpg http://www.goodreads.com/images/nocover-60x80.jpg http://www.goodreads.com/book/show/1202580.The_Art_of_Woo_Using_Strategic_Persuasion_to_Sell_Your_Ideas 3.56 34
Charles Lindbergh needed woo to assemble backers for his famous flight; Nelson Mandela used it to lead a revolution in South Africa. In any context, woo is two parts art and one part science.

Richard Shell and Mario Moussa offer a self-assessment to determine which persuasion role fits you best and how to make the most of your natural strengths. They also share vivid stories from their experiences advising thousands of leaders, and stories about famous people like John D. Rockefeller, Andrew Carnegie, Andy Grove, and Bono.

Whether you're introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo will strengthen your persuasion skills in every aspect of your life.]]> 13392 3.73 98 30 2007 177469 140005009X 9781400050093 1 http://photo.goodreads.com/books/1172449027m/177469.jpg http://photo.goodreads.com/books/1172449027s/177469.jpg http://www.goodreads.com/book/show/177469.Make_the_Rules_or_Your_Rivals_Will 5.00 1
A few savvy executives understand a vital but hidden truth about business in fiercely competitive markets: Making the rules of the game means the difference between winning and losing.

• Bill Gates has known this since he was nineteen, when he personally drafted his first licensing contract for a start-up company called Microsoft.
• Henry Ford learned it the hard way in the early days of the automobile industry when a powerful industry cartel tried to drive him out of business with a bogus patent.
• Sumner Redstone and Rupert Murdoch are both masters of this truth--and have led Viacom and News Corporation to sustained competitive success as a result. They are as comfortable in a courtroom as they are in a boardroom.
• Napster founder Shawn Fanning learned the lesson too late, only after incumbent recording companies in the music business had driven him from the market.

G. Richard Shell, an award-winning professor at one of the world’s leading business schools, brings the strategic insights of leaders like Gates, Ford, Redstone, and Murdoch into bold relief. Using stories drawn from both today's headlines and business history’s rich treasure trove, he shows exactly how to make the rules in your market and how to defend your interests when rivals beat you to it. What kind of rules? The rules that executives negotiate into contracts, lobby into new laws, litigate into court decisions, and persuade bureaucrats to write into regulatory standards.

Many managers run away from the rules, terrified of lawyers and afraid of political entanglements. The smartest executives know that the law is far too important to leave to the lawyers. They follow the example set by legally savvy corporate leaders: Learn the 10 percent of legal strategy that makes 90 percent of the difference in winning competitive battles.

Shell’s book will completely change the way you think about:

• Branding. What if your competitor tries to deny you the right to use your product name, as Coke did when it launched a worldwide campaign to stop Pepsi from using the word “cola”?
• Pricing Strategy. Wal-Mart is crushing you by discounting. How about writing rules to protect your profits? Gas retailers did this to stop Wal-Mart from selling discount gas in the United States.
• Crown Jewel Products. A giant competitor copies your hit products, markets them as its own, and laughs at your threatened lawsuit. What is your next step? Nintendo’s leaders faced a situation much like this when it battled Universal Studios over Nintendo’s first megahit game--Donkey Kong.

Rules that shape the way markets work are like the invisible electric fences that keep pets inside a yard. The businesses that write the rules can offer their products and services with relative freedom--while their rivals must stay inside the fence. Make the Rules or Your Rivals Will provides the ?rst comprehensive guide to this crucial, largely hidden aspect of corporate strategy.

Someone is going to write the rules in your market. Will it be you or your competitors?]]> 13392 3.73 98 30 2004 6781934 1606404881 9781606404881 0 http://www.goodreads.com/images/nocover-111x148.jpg http://www.goodreads.com/images/nocover-60x80.jpg http://www.goodreads.com/book/show/6781934-art-of-woo-the-on-playaway 0.0 0

"Your projects, programs, and career turn on the difference between ""no"" and ""yes."" Yet selling ideas -- especially the kinds of ideas that make organizations work -- is a skill shrouded in mystery. Part emotional intelligence, part politics, part rhetoric, and part psychology, selling ideas is not like tricking someone out of his money. It's about helping others to see things your way -- engaging their minds and imaginations.

Charles Lindbergh, for example, needed woo to assemble backers for his famous flight. Nelson Mandela also used it to lead a revolution in South Africa. In any context, woo is two parts art and one part science.

In The Art of Woo, Professors G. Richard Shell and Mario Moussa offer a self-assessment to determine which persuasion role fits you best and how to make the most of your natural strengths. They also share vivid stories from their experiences advising thousands of leaders and stories about famous people like John D. Rockefeller, Andrew Carnegie, Andy Grove, and Bono.

Whether you're introverted or extroverted, competitive or collaborative, intellectual or practical, The Art of Woo will strengthen your persuasion skill in every aspect of your life."]]> 13392 3.73 98 30 150318 3.58 93 26 584274 3.67 6 2 2008