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BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life
"A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion
As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes:
This updated edition includes:
· An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator
· A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse
· Insights on how to succeed when you negotiate online
· Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
A fast-track colleague is elbowing their way up the corporate ladder in your organization by faking sales reports. Your entrepreneur boss asks you to lie to would-be investors. The team leader is a serial sexual harasser. What should you do? Nobody prepared you for this part of professional life. You face a gut-wrenching choice: "go along to get along" or risk your job by speaking up for what you know is right.
At the Wharton School, MBA students have shared all these stories, and many more, with award-winning Professor G. Richard Shell. They want to stay true to themselves but fear the consequences of speaking up--for their families, office relationships and, ultimately, their careers. They are not alone. Surveys show that more than 40% of employees report seeing ethical misconduct at work, and most fail to report it--killing office morale and allowing the wrong people to set the example.
Shell created The Conscience Code to point to a better path: recognize that these conflicts are coming, learn to spot them, then follow a research-based, step-by-step approach for resolving them skillfully. By committing to the Code, you can replace regret with long-term career success as a leader of conscience.
The Conscience Code:
- Solves a crucial problem faced by professionals everywhere: What should they do when they are asked to compromise their core values to achieve organizational goals?
- Teaches readers to recognize and overcome the five organizational forces that push people toward actions they later regret.
- Lays out a systematic, values-to-action process that people at all levels can follow to maintain their integrity while achieving true success in their lives and careers.
G. Richard Shell and Mario Moussa know what it takes to drive new ideas through complex organizations. They have advised thousands of executives from companies such as Google, Microsoft, and General Electric to organizations like the World Bank and even the FBI's hostage rescue training program. In The Art of Woo, they present their systematic, four- step process for winning over even the toughest bosses and most skeptical colleagues. Beginning with two powerful self-assessments to help readers find their "Woo IQ," they show how relationship-based persuasion works to open hearts and minds.
"Ranging across history, from Charles Lindbergh to Sam Walton, the authors examine how savvy negotiators use persuasion - not confrontation-to achieve goals." -U.S. News & World Report
You have just found it. In Springboard, award-winning author and teacher G. Richard Shell helps you find your future. His advice: Take an honest look inside and then answer two questions:
What, for me, is success?
How will I achieve it?
You will begin by assessing your current beliefs about success, including the hidden influences of family, media, and culture. These are where the pressures to live “someone else’s life” come from. Once you gain perspective on these outside forces, you will be ready to look inside at your unique combination of passions and capabilities. The goal: to focus more on what gives meaning and excitement to your life and less on what you are “supposed” to want.
Drawing on his decades of research, Shell offers personalized assessments to help you probe your past, imagine your future, and measure your strengths. He then combines these with the latest scientific insights on everything from self-confidence and happiness to relationships and careers.
Throughout, he shares inspiring examples of people who found what they were meant to do by embracing their own true measure of success.
- Eric Adler: one of Shell’s former students who walked away from a conventional business career to help launch a revolutionary new concept in public education that has placed hundreds of inner-city high school students in top colleges.
- Kurt Timken: a Harvard-educated son of a Fortune 500 CEO who found his true calling as a hard-charging police officer fighting drug lords in southern California.
- Cynthia Stafford: an office worker who became one of her community’s leading promoters of theater and the arts.