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Bargaining for Advantage : Negotiation Strategies for Reasonable People by G. Richard Shell (2006, UK-B Format Paperback, Revised edition)

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Bargaining for Advantage Negotiation Strategies for Reasonable People G. Richard Shell. Brand New. No writing. 2006. Cover is black red and white.

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Product Information

A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."-Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes - This updated edition includes- An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse Insights on how to succeed when you negotiate online Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track

Product Identifiers

Publisher
Penguin Publishing Group
ISBN-10
0143036971
ISBN-13
9780143036975
eBay Product ID (ePID)
50888979

Product Key Features

Author
G. Richard Shell
Publication Name
Bargaining for Advantage : Negotiation Strategies for Reasonable People
Format
Uk-B Format Paperback
Language
English
Features
Revised
Publication Year
2006
Type
Textbook
Number of Pages
304 Pages

Dimensions

Item Length
8.4in
Item Height
0.7in
Item Width
5.5in
Item Weight
9.8 Oz

Additional Product Features

Lc Classification Number
Bf637.N4s44 2006
Grade from
Twelfth Grade
Grade to
Up
Edition Description
Revised Edition
Edition Number
2
Reviews
"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 must read for everyone seeking to master negotiation. This newly updated 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
Table of Content
Bargaining for Advantage Preface 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
Copyright Date
2006
Topic
Communication Studies, Skills, Motivational, Negotiating
Lccn
2018-007946
Dewey Decimal
302.3
Intended Audience
Trade
Dewey Edition
22
Illustrated
Yes
Genre
Business & Economics, Language Arts & Disciplines

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Most relevant reviews

5 out of 5 stars
by windsor3821Oct 08, 2012
Excellent book
This was a great book. A wonderful follow up to my negotiation seminar. Great price also. This book teaches you how to deal with different personalities and gives you the tools to negotiate so that all parties self-interests are satisfied.
5 out of 5 stars
by asbean44Dec 02, 2010
Important topic, practical book!
Bought this for a Negotiations class, Georgetown MBA program. Easy read, enjoyable read, practical advice, excellent knowledge for personal and professional negotiations.

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