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.

  • Apple
  • Android
  • Windows Phone
  • Android

To get the free app, enter your email address or mobile phone number.

Qty:1
  • List Price: $17.00
  • Save: $7.45 (44%)
FREE Shipping on orders with at least $25 of books.
In Stock.
Ships from and sold by Amazon.com. Gift-wrap available.
Bargaining for Advantage:... has been added to your Cart
FREE Shipping on orders over $25.
Condition: Used: Very Good
Comment: A well-cared-for item that has seen limited use but remains in great condition. The item is complete, unmarked, and undamaged, but may show some limited signs of wear. Item works perfectly. Pages and dust cover are intact and not marred by notes or highlighting. The spine is undamaged.
Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See all 3 images

Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition Paperback – May 2, 2006

4.6 out of 5 stars 128 customer reviews

See all 7 formats and editions Hide other formats and editions
Price
New from Used from
Kindle
"Please retry"
Paperback
"Please retry"
$9.55
$7.00 $0.66

Consequence: A Memoir by Eric Fair
Consequence
The popular new release from Eric Fair. Learn more | See related books
$9.55 FREE Shipping on orders with at least $25 of books. In Stock. Ships from and sold by Amazon.com. Gift-wrap available.
click to open popover

Frequently Bought Together

  • Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
  • +
  • Getting to Yes: Negotiating Agreement Without Giving In
  • +
  • Difficult Conversations: How to Discuss What Matters Most
Total price: $30.88
Buy the selected items together


Editorial Reviews

From the Back Cover

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.

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.
NO_CONTENT_IN_FEATURE


Product Details

  • Paperback: 320 pages
  • Publisher: Penguin Books; 2 edition (May 2, 2006)
  • Language: English
  • ISBN-10: 0143036971
  • ISBN-13: 978-0143036975
  • Product Dimensions: 5.5 x 0.7 x 8.5 inches
  • Shipping Weight: 9.1 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (128 customer reviews)
  • Amazon Best Sellers Rank: #17,098 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By David M. Landis on November 9, 2007
Format: Paperback
There are two basic styles or strategies in negotiation literature: advantage seeking and joint gain finding. The best work on joint gain is the seminal work by Roger Fisher, Getting to Yes. The best work on advantage seeking is the work of Chester Karrass who extols high aspiration and concession management. The great thing about this book is that it is simultaneously the second best book in two very different paradigms. This is the best work on the topic of the information parties exchange as part of the negotiation process. That is why this is such an insightful work and worth every penny spent to buy it and hour it takes to read it Five stars and there are only four books in this entire niche subject that deserve that rating. Since I teach this stuff I read or at least skim scores of negotiation books. Many are thoroughly second rate. Reading a really good book on a subject you care about makes you want to write a review for Amazon. See.
7 Comments 303 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Hardcover
I had always been under two false impressions about negotiations. First, that negotiations are all about business and commercial transactions. Second, that negotiations are about hardball tactics where the stronger side "wins" and gets away with a great deal while the weaker side is beaten down and suckered into a raw deal.
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 ›
Comment 108 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback
This book gives some very important understanding of negotiation to people who are not professional negotiators and do not know all the ins and outs of the current research in the field.

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.
Comment 90 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback
This book is an improvement on what "Getting to Yes" tries to achieve. It is much more descriptive of the mechanisms of negotiation, with often three or four stories, as opposed to one for each topic in "Getting to Yes". It breaks down negotiation into four parts (Preparation, Information Exchange, Bargain, and Settlement), and goes into each in depth, with many stories (the most I have seen in a negotiation book, which I appreciate). Also tackles the negotiation process from the standpoint of people who are very competitive and from the standpoint fo people that are non-confrontational, which I found useful as well.
Comment 34 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Paperback
This is one of those books I wish I'd read years ago. It was recommended to my colleagues and I during a negotiating workshop I scheduled for the managers at the professional association I manage. "Bargaining for Advantage" is clear, informative and entertaining--what more could you want? After 24 years as an Association Executive and ten as a state senator, I think of myself as an experienced negotiator. And I learned a ton from this book. It will be valuable for everyone, as we are all frequently called upon to negotiate. But for people managing a business, non-profit, agency or even a military organization, it's a pearl. Best business book I've read this year.

Robert A. Hall, CAE

Author of "The Good Bits."
Comment 58 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse

Most Recent Customer Reviews

Set up an Amazon Giveaway

Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
Amazon Giveaway allows you to run promotional giveaways in order to create buzz, reward your audience, and attract new followers and customers. Learn more
This item: Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition