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

The West is popularly perceived as America's last outpost of unfettered opportunity, but twentieth-century corporate tourism has transformed it into America's "land of opportunism." From Sun Valley to Santa Fe, towns throughout the West have been turned over to outsiders—and not just to those who visit and move on, but to those who stay and control. Although tourism has been a blessing for many, bringing economic and cultural prosperity to communities without obvious means of support or allowing towns on the brink of extinction to renew themselves; the costs on more intangible levels may be said to outweigh the benefits and be a devil's bargain in the making. Hal Rothman examines the effect of twentieth-century tourism on the West and exposes that industry's darker side. He tells how tourism evolved from Grand Canyon rail trips to Sun Valley ski weekends and Disneyland vacations, and how the post-World War II boom in air travel and luxury hotels capitalized on a surge in discretionary income for many Americans, combined with newfound leisure time. From major destinations like Las Vegas to revitalized towns like Aspen and Moab, Rothman reveals how the introduction of tourism into a community may seem innocuous, but residents gradually realize, as they seek to preserve the authenticity of their communities, that decision-making power has subtly shifted from the community itself to the newly arrived corporate financiers. And because tourism often results in a redistribution of wealth and power to "outsiders," observes Rothman, it represents a new form of colonialism for the region. By depicting the nature of tourism in the American West through true stories of places and individuals that have felt its grasp, Rothman doesn't just document the effects of tourism but provides us with an enlightened explanation of the shape these changes take. Deftly balancing historical perspective with an eye for what's happening in the region right now, his book sets new standards for the study of tourism and is one that no citizen of the West whose life is touched by that industry can afford to ignore.

A bargain with an expiration date and we both get what we want. That’s what I agreed to. That’s what he promised. Brooks Kincaide. Rude. Cocky. And far too sexy for his own good. He’s now my husband—even if our union is fake and our families hate each other. Our deal helps us both. No strings. No sex. And no falling in love. We’re strictly business. I save my ailing ranch and Brooks takes control of Canyon Spring—his rightful legacy. But we soon realize we have more in common than boiling family tensions and a shared property line. I can’t stop thinking about him, and though I pretend not to like it, every time he calls me darlin’, I get weak in the knees. Now the lines between business and marriage blur, and that’s when everything falls apart. I should have known better than to make a deal with a Kincaide. Or more like the devil. Because I stand to lose not only my ranch, but also my heart.

"A must-read for lawyers, business people, and other professionals wanting helpful negotiation advice." -Robert Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight "As social creatures, we are always trying to influence each other. Russell Korobkin’s book lays out five techniques that anyone can use to ensure you get what you want and leave enough on the table so others win, too. The book moves quickly, is full of examples, and provides step-by-step actionable instructions to help you negotiate anything. Everyone needs this book." -Paul J. Zak, author of Trust Factor: The Science of Creating High-Performance Companies From leading negotiation expert Russell Korobkin comes this revelatory guide that distills the keys to bargaining into five simple-yet-sophisticated tools that anyone can master. The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis * Persuasion * Deal Design * Power * and Fairness Norms. Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy reader can implement immediately: · Tool #1, Bargaining Zone Analysis, enables you to identify the range of agreements that will benefit both parties. · Tool #2, Persuasion, convinces your counterpart that reaching an agreement will benefit them more than they otherwise would have recognized, making them willing to give you more. · Tool #3, Deal Design, structures the agreement in ways that increase its value to both parties. · Tool #4, Power, forces your counterpart to agree to terms relatively more desirable to you. · Tool #5, Fairness Norms, enables you to seal a bargain that both parties can feel good about. From negotiating the price of a used car to closing a multimillion-dollar merger, Korobkin meticulously explains how to answer the following questions that arise in every negotiation: Should you make the first offer or let the other side go first? What makes some proposals seem more fair than others? How do you decide whether to accept an offer, reject it, or make a counteroffer? When should you propose an unusual agreement structure? What steps can you take to make a bluff believable? Readers will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity. Intuitively accessible and reassuringly persuasive, The Five Tool Negotiator promises to be a classic in the art of bargaining strategy.