Bargaining for Advantage: Negotiation Strategies for Reasonable People

Bargaining for Advantage: Negotiation Strategies for Reasonable People

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by G. Richard Shell
     
 

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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

Overview

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

Product Details

ISBN-13:
9780143036975
Publisher:
Penguin Publishing Group
Publication date:
04/25/2006
Edition description:
Revised
Pages:
320
Sales rank:
102,935
Product dimensions:
5.40(w) x 8.30(h) x 0.80(d)
Age Range:
18 Years

Meet the Author

G. Richard Shell teaches negotiation at the Wharton School of Business at the University of Pennsylvania, where he is professor of legal studies, business ethics, and management and academic director of the Wharton Executive Negotiation Workshop.

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Bargaining for Advantage 4.2 out of 5 based on 0 ratings. 12 reviews.
RolfDobelli More than 1 year ago
Negotiating is one of the most basic yet complex social interactions that people undertake. These sessions can be straightforward or highly strategic, and can involve the exchange of everything from sheep to global conglomerates. Since negotiations are the products of intense human relations, they produce great stories founded on basic social science and psychology principles. Author and professor G. Richard Shell has done a masterful job of presenting the art and science of negotiation. That must be why he is known as one of the most highly-rated business school professors in the U.S. This book is educational and entertaining, and contains great examples of negotiations from such varied sources as African tribes and J.P. Morgan. getAbstract highly recommends it to anyone who wants to find out more about this intricate social interaction. Learn exactly how to become better at getting what you want.
Guest More than 1 year ago
Yes. This book will help you in almost every aspect of your life when it comes to negotiating. The ideas are clear and concise. My only beef with the book is the amount of information in some sections is a bit wordy. If you want to negotiate a car deal (why I personally bough the book to begin with) I'd encourage another book I found, 'Cars and People: How to Put the Two Together.' This book, however, is something that I will use throughout my life. Thanks to the author and many kudos.
Guest More than 1 year ago
Whenever I anticipate business negotiations throughout the world, I have used this book as a invaluable reference source. The salient points given will work for all kinds of negotiations. 'Bargaining for Advantage' has made me many friends as well as a ton of money! (Ok, maybe not a ton.)
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