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Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
 
 
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Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition [Paperback]

G. Richard Shell (Author)
4.7 out of 5 stars  See all reviews (37 customer reviews) |
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Book Description

Publication Date: May 2, 2006

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

Frequently Bought Together

Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition + Getting to Yes: Negotiating Agreement Without Giving In + Getting Past No
Price For All Three: $32.95

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  • Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher Paperback $10.51

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Editorial Reviews

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.

Product Details

  • Reading level: Ages 18 and up
  • Paperback: 320 pages
  • Publisher: Penguin (Non-Classics); Revised edition (May 2, 2006)
  • Language: English
  • ISBN-10: 0143036971
  • ISBN-13: 978-0143036975
  • Product Dimensions: 8.4 x 6 x 0.7 inches
  • Shipping Weight: 10.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (37 customer reviews)
  • Amazon Best Sellers Rank: #4,919 in Books (See Top 100 in Books)

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More About the Author

› Visit Amazon's G. Richard Shell Page
G. Richard Shell
G. Richard Shell is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School of Business and author of the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People. He is Director of the Wharton Executive Negotiation Workshop and Co-director of the Wharton Strategic Persuasion Workshop.

Customer Reviews

Most Helpful Customer Reviews
183 of 185 people found the following review helpful
Second Best of Both Worlds 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.
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69 of 74 people found the following review helpful
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.
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44 of 49 people found the following review helpful
Best in Category February 9, 2007
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."
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Most Recent Customer Reviews
OK Book
This book is just OK. Very similar to other negotiating books on the market. I prefer Getting to Yes to this book. Read more
Published 3 days ago by jodi sutty
One of the Best
I normally do not get a lot out of one book, but "Bargaining for Advantage" gave me all the information I needed and some extra. Read more
Published 25 days ago by Avid Reader
A great one to recommend
This book shares with us principles and foundations of negotiation to help us understand the essence, and also the strategies and process in coping with situations where different... Read more
Published 1 month ago by Yannie
Great
I needed the book for a class. It took awhile to arrive but the book is very good thus far.
Published 7 months ago by Snowbunny
A legitimate Best Seller
After re-reading this book, I found it to be more original than the any of his followers. Shell apparently learned the from the best- The Harvard negotiation model. Read more
Published 8 months ago by Joanna A.
Interesting Read
This book gives good examples on how to apply concepts that they go through. It's not too detailed but it gives a good overview on negotiation strategies.
Published 8 months ago by online shopper
Good Information!
The book was in good condition and arrived on time.
The elements of negotiations mentioned in the book are essentials for every single negotiation. Read more
Published 9 months ago by S. Sethuraman
It will help you become a better negotiator
This book allowed me to process verbal confrontation in an educated manner.... I recommend it to anyone who wants to become better in the business world.
Published 13 months ago by Mr. Knife Expert
Dry as toast!!
This book is absolutely PAINFUL to read!! My reading slowed to a crawl after 10 pages but I forced myself on for another 5. Read more
Published 13 months ago by HipKitty1
Very well-written and useful book on negotiation
This is an excellent book on negotiation. These are some things I liked about the book:

1) It makes for an entertaining read. Read more
Published 14 months ago by DAG
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Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
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Inside This Book (learn more)
First Sentence:
Two men entered a conference room in an office tower high above Lexington Avenue in New York City. Read the first page
Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
normative leverage, information exchange stage, consistency traps, bargaining ethics, optimistic opening, scarcity effect, positioning theme, bargaining zone, bargaining move, bargaining styles, other negotiator, cooperative people, ore fields
Key Phrases - Capitalized Phrases (CAPs): (learn more)
Balanced Concerns, United States, Poker School, New York, Hanafi Muslims, Preparing Your Strategy, Burlington Northern, Tacit Coordination, General Cinema, Steve Ross, Idealist School, Donald Trump, Wall Street, South Africa, B'nai B'rith, Situational Matrix, Pragmatist School, Information-Based Bargaining, Janie Rail, Exchanging Information, Akio Morita, Union Pacific, New Jersey, Preparation Step, Andrew Carnegie
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