Bargaining for Advantage: Negotiation Strategies for Reasonable People

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More About This Book

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 Group (USA) Incorporated
  • Publication date: 4/25/2006
  • Edition description: 2ND
  • Edition number: 2
  • Pages: 320
  • Sales rank: 62,019
  • Product dimensions: 5.66 (w) x 8.50 (h) x 0.70 (d)

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.

Table of Contents

Bargaining for Advantage Preface to the Second Edition Acknowledgments Introduction: It's Your Move
PART I: The Six Foundations of Effective Negotiation Chapter 1: The First Foundation: Your Bargaining Style
Chapter 2: The Second Foundation: Your Goals and Expectations
Chapter 3: The Third Foundation: Authoritative Standards and Norms
Chapter 4: The Fourth Foundation: Relationships
Chapter 5: The Fifth Foundation: The Other Party's Interests
Chapter 6: The Sixth Foundation: Leverage
PART II: The Negotiation Process
Chapter 7: Step 1: Preparing Your Strategy
Chapter 8: Step 2: Exchanging Information
Chapter 9: Step 3: Opening and Making Concessions
Chapter 10: Step 4: Closing and Gaining Commitment
Chapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation
Chapter 12: Conclusion: On Becoming an Effective Negotiatior
Appendix A: Bargaining Styles Assessment Tool
Appendix B: Information-Based Bargaining Plan
Notes Selected Bibliography Index

Customer Reviews

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Sort by: Showing 1 – 20 of 12 Customer Reviews

  • Posted October 21, 2008

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    Savvy, entertaining negotiation manual

    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.

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted November 13, 2004

    Overall good negotiating book.

    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.

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted October 23, 2006

    Winning Friends & Making Money!

    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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