About Bargaining for Advantage: Negotiation Strategies for Reasonable People
BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide for 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
· 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
- Complete Title: Bargaining for Advantage: Negotiation Strategies for Reasonable People
- Format: Paperback
- Language: English
- Number of Pages: 304
- Publication Time: May 2, 2006
- Publisher: Penguin Books
- ISBN: 0143036971
- ISBN13: 9780143036975
About G. Richard Shell
G. Richard Shell
G. Richard Shell is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School of Business. His latest book, The Conscience Code: Lead with Your Values. Advance Your Career, is the essential guide to creating and maintaining ethical, speak-up cultures at work. His Springboard: Launching Your Personal Search for Success (Penguin/Portfolio 2013), was named Business Book of Year for 2013 by the largest business bookseller in the United States. Shell is the Director of Wharton’s Executive Negotiation Workshop and its Strategic Persuasion Workshop and has taught everyone from Navy SEALs, UN diplomats, and Fortune 500 CEOs to FBI hostage negotiators, emergency room nurses, and front-line public school teachers. His earlier works include the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People (2nd Edition, Penguin 2006)and (with co-author Mario Moussa) The Art of Woo: Using Strategic Persuasion to Sell Your Ideas (Portfolio/Penguin 2007). His books have sold over 500,000 copies and are available in over seventeen languages.
Reviews Bargaining for Advantage: Negotiation Strategies for Reasonable People
I found this really insightful, and it provides a strong foundation for how to negotiate in professional and personal contexts. What I really liked about this book is that there are no tricks: Shell’s…
Emily
This book made me wonder why I’ve wasted so much time reading article-length advice on negotiation. Lots of the truisms out there don’t apply to every situation, and articles don’t usually equip you w…
Sharon
Зөв үедээ энэ номыг олж уншлаа. Наймаалцана гэдэг нөгөө талынхаа хэрэгцээг мэдэрч харилцан ашигтай үйл ажилл…
Chintushig Tumenbayar
This is the best negotation book I’ve read – it really focuses on maximizing your position in a negotiation while maintaining relationships…
Courtney
Some key points I’ve taken away from this book: – Better negotiating starts with embracing your authentic strengths- The best negotiators set optimistic but justifiable expectations- Appealing to norm…
Nguyen Thi Van Anh
How comfortable are you to bargaining? Me – not so great. But this book inspired me to push myself feeling more comfortable with this inevitable, very human activity. It is really profound, structured…
Victoria Zabuzova
Do not be so sweet that people will eat you up, nor so bitter that they will spit you out (old Pashto folk saying). I have always been interested in negotiating as it always seemed like a game you ent…
Bakunin
had to read it for class and yup its a book…
Kayleigh Cowan
Had to read this for class. Not sure why this book needed to be written…