Bargaining for Advantage: Negotiation Strategies for Reasonable People

Bargaining for Advantage: Negotiation Strategies for Reasonable People

by G. Richard Shell


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BRAND NEW FOR 2019: 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

Product Details

ISBN-13: 9780143036975
Publisher: Penguin Publishing Group
Publication date: 04/25/2006
Edition description: Revised
Pages: 320
Sales rank: 90,053
Product dimensions: 5.40(w) x 8.30(h) x 0.80(d)
Age Range: 18 Years

About 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 AdvantagePreface to the Second Edition
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
Selected Bibliography

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Bargaining for Advantage 4.2 out of 5 based on 0 ratings. 14 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.)
OccassionalRead on LibraryThing More than 1 year ago
My graduate school instructor who taught negotiation recently recommended this book to me. I found it to be a much better book than Getting to Yes, another classic in the field which seems to be better known. Shell writes extremely well, provides many concrete examples, lays out a detailed and methodical strategy for improving your negotiation skills, and provides a nifty assessment in the appendix to determine your own unique style and preferences. This is a very practical book, of course, but it is also interesting and a pleasure to read. I heartily endorse my professor's recommendation and suggest that others will benefit from this book.
orthros on LibraryThing More than 1 year ago
I met Mr. Shell when he taught a class sponsored by the company I worked for back in the late '90s. His premise: you don't have to be immoral or a jerk to be a strong negotiator. As such, his book is the best of many, many books I've read on negotiation. Much better than the proverbial classic "Getting to Yes" (which I also own).
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