Bargaining for Advantage

Name: Bargaining for Advantage
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ISBN: 9780143036975

Negotiation Strategies for Reasonable People

G. Richard Shell

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English

Penguin USA
02 May 2006

Economics & Business; Business negotiation

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

By: G. Richard Shell
Imprint: Penguin USA
Country of Publication: United States
Edition: 2nd annotated edition
Dimensions: Height: 213mm, Width: 138mm, Spine: 16mm
Weight: 238g
ISBN: 9780143036975
ISBN 10: 0143036971
Pages: 294
Publication Date: 02 May 2006
Recommended Age: From 18 years
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

Bargaining for AdvantagePreface 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

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.

Reviews for Bargaining for Advantage: Negotiation Strategies for Reasonable People

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