Bargaining for Advantage: Negotiation Strategies for Reasonable People

Bargaining for Advantage: Negotiation Strategies for Reasonable People

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by G. Richard Shell, Viking
     
 

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Once in every decade or two, someone writes a book that changes the way people think about an important aspect of business Bargaining for Advantage, coming out of the Wharton School of Business, is such a book for goal-oriented bargaining and negotiation. Based on Professor G. Richard Shell's executive training program, Bargaining for Advantage is

Overview

Once in every decade or two, someone writes a book that changes the way people think about an important aspect of business Bargaining for Advantage, coming out of the Wharton School of Business, is such a book for goal-oriented bargaining and negotiation. Based on Professor G. Richard Shell's executive training program, Bargaining for Advantage is a unique combination of lively storytelling, useful lessons gleaned from the tactics used by some of the world's leading business strategists, and the latest insights from negotiation research.

Whether you are closing a business deal, negotiating a raise, or buying a car, Richard Shell teaches you to draw on your unique communication style to become a more confident negotiator. He explores the latest hidden psychology and patterns that govern every bargain situation by focusing on six key emotional leverage points, which researchers have shown help the best negotiators succeed.

Product Details

ISBN-13:
9780670881338
Publisher:
Penguin Publishing Group
Publication date:
06/01/1999
Pages:
208
Product dimensions:
6.25(w) x 9.25(h) x 1.00(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.

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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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