As director of the renowned Wharton Executive Negotiation Workshop, Teacher G. Richard Shell provides taught a large number of business leaders, administrators, and additional professionals how exactly to survive and thrive in the sometimes rough-and-tumble globe of negotiation. His systematic, step-by-step approach comes to life with this book, which comes in over ten international editions and combines lively storytelling, proven strategies, and reliable insights gleaned from the latest negotiation research.

This updated edition includes:

A brand-new ‘Negotiation I.Q.’ test designed by Shell and utilized by executives in the Wharton workshop that reveals each reader’s unique talents and weaknesses like a negotiator

A concise manual on how best to steer clear of the perils and pitfalls of online negotiations involving e-mail and quick messaging

A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track