Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition

January 10, 2018 - Comment

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

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(as of December 11, 2018 10:35 pm CST - Details)

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:

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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

Product Features

  • Penguin Books

Comments

Leanna says:

Straight-forward and memorable advice I actually found this to be a pretty interesting read, which I think is saying something about a negotiation book. 

Brass in her Pocket says:

Should be required reading As a small business owner I often find myself in the previously uncomfortable position of having to negotiate for my business advantage. Before reading this book, my own negotiation “rules” could be summed up with the following beliefs: “If I am reasonable in my requests, I should not have to negotiate, only approve or disapprove deals” and “I will ask for what I want and need, and they can take it or leave it” and the typical belief “everyone is out to screw you over, be careful”. This book…

Kate Fractal says:

Negotiation for your whole life! This book first impressed me with the range of negotiations it covers: from multi-million dollar business deals, to hostage negotiations, to your five-year-old refusing to eat her broccoli. The suggestions in this book are backed up with research results, illustrated with real world examples, and summarized with tables and checklists. Whatever your style of learning, this book offers a way for you to engage with it. Moreover, Shell recognizes the negotiator as full person with a personal style,…

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