Bargaining for Advantage
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Bargaining for Advantage : Negotiation Strategies for Reasonable People

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Description

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:

- 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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Product details

  • Paperback | 294 pages
  • 152 x 212 x 18mm | 290g
  • Penguin USA
  • New York, NY, United States
  • English
  • Annotated
  • 2nd ed.
  • Illustrations, unspecified
  • 0143036971
  • 9780143036975
  • 91,588

Back cover copy

Getting a little better at negotiation can make a big difference in your life. Let a leading teacher at the world-renowned Wharton School of Business make you a lot better.

As director of the 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 combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. Shell's unique approach, which starts with a candid self-assessment of your personal strengths and weaknesses, helps everyone from the inexperienced, anxious negotiator to the seasoned veteran. You will learn to:
-- Succeed even when you think you are short on bargaining power
-- Counter hardball tactics and tricks without compromising your ethics
-- Build trust in working relationships
-- Improve your leverage at each stage of the process
-- Decide when to compromise

Laced with entertaining stories about some of the best negotiators of all time -- including Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, and Donald Trump -- this remarkable how-to guide gives you the tools you need to become a skillful negotiator in every aspect of your life.
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Table of contents

Bargaining for AdvantagePreface 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
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Review Text

"A must read for everyone seeking to master of negotiation. This newly update classic just got even better."-Robert Cialdini, bestselling author of Influence and Pre-Suasion

"Bargaining for Advantage [is] outstanding."-Timothy Ferriss, author of The 4-Hour Workweek

"Readers interested in developing or refining their negotiation skills should run, not walk, to the nearest bookstore for a copy of Bargaining for Advantage. . . . It belongs on any list of required reading for practitioners or educators in the field of negotiation and is also highly recommended to the general public."-Alternative Dispute Resolution Report

"Engaging . . . Replete with intriguging real world anecdotes. Shell offers sage and practice advice to almost any negotiator."-Howard Raiffe, author of The Art and Science of Negotiation

"A new book that could really shift your sensibilities about the art of negotiation-taking out the mystery and replacing it with a success 'toolbox.' . . . A volume that gives direct and practical fundamentals to becoming an effective bargainer in any situation."-Business Digest

"Wise, persuasive, and entirely readable, Bargaining for Advantage provides practical step-by-step advice for negotiators who want to bargain effectively without compromising themselves or their values."-Michael Wheeler, Harvard Business School, coeditor of The Negotiation Journal

"Richard Shell is known to be a star teacher of negotiation. His expertise comes through in this book . . . a wonderful integration of practical advice that will be useful to all readers."
-Max H. Bazerman, Jesse Isidor Straus Professor of Business Administration, Harvard Business School

"Bargaining for Advantage turns negotiation into an easy-to-understand process that any founder can effectively apply to a startup's negotiation."-George Lovegrove, Medium

"No matter what you do for a living, good negotiation skills help you reach your goals quickly. Bargaining for Advantage will help you identify your negotiating style, strengths and weaknesses, identify your bargaining goals, and teach you useful tactics for getting the most out of your negotiations."-Josh Kaufman, The Personal MBA list of "99 Best Business Books"

"Shell's book is excellent . . . a fine crop of new ideas, all presented in an enjoyable style. It provides [negotiators] with a system for categorizing and digesting the bewildering mass of information that comes at her in the course of a complex negotiation."-John Richardson, Harvard Negotiation Law Review
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Review quote

"A must read for everyone seeking to master of negotiation. This newly update classic just got even better."--Robert Cialdini, bestselling author of Influence and Pre-Suasion "Bargaining for Advantage [is] outstanding."--Timothy Ferriss, author of The 4-Hour Workweek "Readers interested in developing or refining their negotiation skills should run, not walk, to the nearest bookstore for a copy of Bargaining for Advantage. . . . It belongs on any list of required reading for practitioners or educators in the field of negotiation and is also highly recommended to the general public."--Alternative Dispute Resolution Report

"Engaging . . . Replete with intriguging real world anecdotes. Shell offers sage and practice advice to almost any negotiator."--Howard Raiffe, author of The Art and Science of Negotiation "A new book that could really shift your sensibilities about the art of negotiation--taking out the mystery and replacing it with a success 'toolbox.' . . . A volume that gives direct and practical fundamentals to becoming an effective bargainer in any situation."--Business Digest "Wise, persuasive, and entirely readable, Bargaining for Advantage provides practical step-by-step advice for negotiators who want to bargain effectively without compromising themselves or their values."--Michael Wheeler, Harvard Business School, coeditor of The Negotiation Journal "Richard Shell is known to be a star teacher of negotiation. His expertise comes through in this book . . . a wonderful integration of practical advice that will be useful to all readers."
--Max H. Bazerman, Jesse Isidor Straus Professor of Business Administration, Harvard Business School

"Bargaining for Advantage turns negotiation into an easy-to-understand process that any founder can effectively apply to a startup's negotiation."--George Lovegrove, Medium "No matter what you do for a living, good negotiation skills help you reach your goals quickly. Bargaining for Advantage will help you identify your negotiating style, strengths and weaknesses, identify your bargaining goals, and teach you useful tactics for getting the most out of your negotiations."--Josh Kaufman, The Personal MBA list of "99 Best Business Books"

"Shell's book is excellent . . . a fine crop of new ideas, all presented in an enjoyable style. It provides [negotiators] with a system for categorizing and digesting the bewildering mass of information that comes at her in the course of a complex negotiation."--John Richardson, Harvard Negotiation Law Review
show more

About G Richard Shell

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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Rating details

4,462 ratings
3.94 out of 5 stars
5 37% (1,651)
4 31% (1,405)
3 23% (1,027)
2 6% (256)
1 3% (123)
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