Bargaining for Advantage: Negotiation Strategies for Reasonable People (Google eBook)

Front Cover
Penguin, May 2, 2006 - Business & Economics - 320 pages
37 Reviews
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

  

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Review: Bargaining for Advantage: Negotiation Strategies for Reasonable People

User Review  - Long T. Nguyen - Goodreads

"Bargaining for Advantage" by Richard Shell is such a fantastic read on negotiation skills which I'm really bad at. He gives a structural flow of thoughts and advice along with a lot of interesting practical examples. Read full review

Review: Bargaining for Advantage: Negotiation Strategies for Reasonable People

User Review  - David - Goodreads

I loved this book. I ended the book with a much better awareness of my own actions during negotiations, as well as of other personality types. It's less of a how-to book, and more a an overview of the fundamental elements of negotiation. Highly recommended. Read full review

Contents

The First Foundation Your Bargaining Style
3
The Second Foundation Your Goals and Expectations
26
The Third Foundation Authoritative Standards and Norms
40
The Fourth Foundation Relationships
58
The Fifth Foundation The Other Partys Interests
76
The Sixth Foundation Leverage
89
The Negotiation Process
115
Step 1 Preparing Your Strategy
117
Step 4 Closing and Gaining Commitment
175
Bargaining with the Devil Without Losing Your Soul Ethics in Negotiation
196
Conclusion On Becoming an Effective Negotiator
229
Bargaining Sty Assessment Tool
237
InformationBased Bargaining Plan
251
NOTES
253
SELECTED BIBLIOGRAPHY
279
INDEX
285

Step 2 Exchanging Information
138
Step 3 Opening and Making Concessions
156

Common terms and phrases

About the author (2006)

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.

Bibliographic information