Many people think successful negotiation requires being aggressive or deceptive. But what if the most effective approach is one that is authentic to you? What if your greatest strength is your own natural style?In today’s 5-minute briefing on the Wharton School’s definitive guide, “Bargaining for Advantage,” we explore the powerful idea that there is no one-size-fits-all strategy. Discover the importance of self-assessment and why understanding your own tendencies is the first step to becoming a more effective negotiator.
G. Richard Shell is the Thomas Gerrity Professor of Legal Studies and Business Ethics at the Wharton School of the University of Pennsylvania. An internationally recognized expert in negotiation and persuasion, he directs Wharton’s Executive Negotiation Workshop and has advised organizations ranging …
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