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Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition Paperback – May 2, 2006
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"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
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.
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I picked this up to help with my career in general - I didn't have any upcoming negotiations I was worried about, but I do have to negotiate on behalf of myself and my employer fairly frequently, and it's an area I've looked to improve at. I wasn't expecting to really learn that much about it from a book, but Shell lays things out in a simple and easy-to-follow way that makes sense and is easy to remember. There are plenty of tips, not just about how to negotiate but how to develop your own negotiation style. And while he clearly favors some styles over others, he's upfront about this and still manages to give advice for those who choose to go a different route.
I haven't had a chance to put my new knowledge to the test yet, but at the very least I feel confident that the next negotiation I step into, I'll know how to prepare and what to look for. And if I don't feel confident at the time, this book includes an appendix to help you organize negotiation prep ahead of time as well.
1) It makes for an entertaining read. Shell uses interesting stories and examples to illustrate his points, so the book never feels too theoretical or academic.
2) It is comprehensive and great for beginners. Part I covers the six foundations of effective negotiation, while Part II goes through each step of the negotiation process in detail. There is even a lengthy chapter on ethics.
3) It provides negotiation advice that is tailored to both the negotiation context (e.g. where your relationship with the other party is important vs where it is not) and the individual negotiator's natural inclinations (there is a test included in the book to help you determine what type of negotiator you are). The latter is particular helpful because most books on negotiation simply teach a particular negotiating style, without considering that a person's personality might prevent him from effectively adopting a particular style.
4) It is well-written and systematically organised. While each chapter is quite long, they are broken down into bite-size chunks through liberal use of headings. This makes it easy to read the book over many brief sittings (as I did). There are also point-form summaries at the end of each section and/or useful diagrams that recap what has been taught.
5) It is intelligent and substantial. Shell brings in insights from psychology (he draws heavily on Cialdini's work) and his job as a negotiation teacher at Wharton Business School, so I never felt like I was reading fluff. And even where Shell's points are not original, he manages to "value-add" by presenting them in a framework that makes them easier to understand and implement.
All in all, I would highly recommend this book to anyone interested in negotiation.
They will all bargain with you for things they need and more importantly, for things you need from them.
Rchard Shell's practical, easy to understand book lays the intriguing art of negotation bare. Unlike other "coaches", Shell invokes real examples of multi billion dollar deals to get his point across and this is what sets this book apart. You will not see just what needs to be done but also how to do it. Shell serves you the bargaining do's and don'ts hot from the negotiating tables of legendary leaders of our times as well of past. We hear how Benjamin Franklin and Mahatma Gandhi negotiated their way into the system that was unbiased and unjust and managed to use it to their advantage.
We see how Sony became a household brand because Morita said no to a deal of a lifetime when he thought he wan't getting a good deal.
Shell starts with fundamentals, 6 of them, to help you realize your style of bargaining and best strategy according to your style. He gets into leverage and strategy and then explains 4 principles that will guide you through the actual process of negotiation. He even provides a chart for you to maintain, if you think you are confused or nervous. With the tools available in this book, and a little practice, you can gain self confidence needed for winning on the negotiation table.
Most recent customer reviews
Gives a great overview on negotitation, not only in the business but also in everyday life.Read more