Bargaining For Advantage: Negotiation Strategies For Reasonable People by G. Richard Shell

Bargaining For Advantage: Negotiation Strategies For Reasonable People

byG. Richard Shell

Paperback | May 2, 2006

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about

The tools you need to negotiate effectively in every part of your life

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


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A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging


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A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track

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.
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Details & Specs

Title:Bargaining For Advantage: Negotiation Strategies For Reasonable PeopleFormat:PaperbackDimensions:320 pages, 8.5 × 5.5 × 0.7 inPublished:May 2, 2006Publisher:Penguin Publishing GroupLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0143036971

ISBN - 13:9780143036975

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Extra Content

Table of Contents

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

Editorial 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