Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your email address or mobile phone number.
Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition Paperback – May 2, 2006
Frequently Bought Together
Customers Who Bought This Item Also Bought
From the Back Cover
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.
About the Author
Top Customer Reviews
Richard Shell's book completely changed this impression. This is a book that is well written and the ideas are structured in way that I could read and take away bite-sized chunks. The book is also very practical and ends each section with a checklist to be used when you negotiate. Shell has made the book very readable by not going overboard on negotiations theories and sprinkling the book with some terrific stories. The stories range from negotiation strategies employed by Mahatma Gandhi and Akio Morita to Indonesian villagers and Tanzanian tribesmen.
The main message of the book is that negotiations are mostly about relationships and that each party may have something to offer that is of enormous value to the other party. By building your relationship and unearthing that value you can conclude a successful negotiation where everybody leaves the boardroom or village center with satisfaction. Shell draws his rich material from many negotiating situations (e.g.-: kids negotiating with their parents about dinner, an elderly widow negotiating with real estate tycoon Donald Trump, and the negotiations for buying out RJR Nabisco). He has also drawn on negotiating styles from around the world and compared the cultural differences (e.g.-: Gandhi negotiating in South Africa, the importance of networks or Guanxi in Chinese cultures, etc.Read more ›
1. It talks about the differences in the negotiation style and how those differences affect the negotiation process.
2. It talks about what and how to set your goals in a negotiation.
3. It talks about whats and hows of using the various standards in making your case during the negotiation.
4. It discusses leverage and how it changes over time during the negotiation.
5. It discusses relationships that may or may not exist among the people in negotiation and how that affects negotiations.
6. It discusses different strategies from opening to closing the deal
7. It talks about creativity that can go into the deal that would make the pie bigger (as opposed to just dividing the pie).
8. It discusses ethics at length at the end of the book.
This book even has a template for preparation for negotiation that you can use as a way of thinking and doing research before you begin your negotiation. Each chapter also has a summary that is useful as a list of criteria for formulating your negotiation strategy.
I think that at the price I paid for the book, it was definitelly a bargain. If you are looking into becoming a better negotiator, this book is for you.
Robert A. Hall, CAE
Author of "The Good Bits."
Most Recent Customer Reviews
A worthwhile, quick read for the foundation of negotiating-- which 1) BATNA and RP, and types of: situations, interests, issues, positions, leverages, styles, and approaches.Published 28 days ago by WPA Member
Absolutely great book. I had to read this for negotiations class and my MBA program. Very well done, easy to read, and has great insight. Loved it.Published 1 month ago by Steve Nebeker
High school level at best! Way too simplistic and quite frankly filled with common sense. Definitely should not be assigned as Law School reading.Published 2 months ago by Awesome_BB
This a good read for anyone who's looking to improve their negotiating skills. It has some great anecdotal stories and really ties everything together in a way that is easy to... Read morePublished 3 months ago by Amazon Customer
Puts a great perspective on different types of negotiation situations. A must read for all those interested in working with people in general. Short and easy to digest read.Published 3 months ago by EK
Good advice, relevant case-stories ... however, the book gets painfully boring at times and elaborates absolutely obvious points. Do read a sample before you buy. Read morePublished 3 months ago by Jaroslav Tuček