Bargaining for Advantage: Negotiation Strategies for Reasonable People

Front Cover
Penguin, May 2, 2006 - Business & Economics - 320 pages
4 Reviews
The tools you need to negotiate effectively in every part of your life

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:



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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


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A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging


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A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track




From the Trade Paperback edition.
 

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LibraryThing Review

User Review  - Daniel.Estes - LibraryThing

In Bargaining for Advantage author G. Richard Shell provides a thorough review of the negotiation process, from preparation to closing, but for me personally the singularly best piece of advice was ... Read full review

LibraryThing Review

User Review  - OccassionalRead - LibraryThing

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 ... 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

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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