Bargaining for Advantage: Negotiation Strategies for Reasonable People - Softcover

9780143036975: Bargaining for Advantage: Negotiation Strategies for Reasonable People
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BRAND NEW FOR 2019: 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

"synopsis" may belong to another edition of this title.

Review:
"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

From the Author:
Effective negotiation is 10% technique and 90% attitude.
There are a lot of negotiation books on the market. I know because, as a professor who teaches negotiation at one of America's top business schools -- the Wharton School of the University of Pennsylvania -- I have read them almost all of them.

I wrote "Bargaining for Advantage" because the students and executives I teach are some of the best and most demanding in the world -- and they demanded something different. They wanted a negotiation book that was more intelligent than the usual "war story" book by a sports agent or hollywood celebrity. But they also wanted a book that was more realistic than the typical win-win, theoretical treatment that academics give the subject.

So I decided to write a book that would be about the way real people negotiate -- complete with the best that researchers could tell us about how to conduct and improve our practice. Then I worked hard to bring this material to life through vivid stories and examples given us by the world's best negotiators. I searched through the lives of history's most successful people -- people like Mahatma Gandhi, Benjamin Franklin, J.P. Morgan, Andrew Carnegie, Sony's Corporation's founder Akio Morita, and modern business moguls like Donald Trump and Ted Turner.

I then organized this material into a user-friendly set of lessons and concepts I call "information-based bargaining." This approach will teach you the way the best negotiators in the world actually practice their art -- and show you the scientific basis for how they do it.

At Wharton we believe that the best negotiators are those who learn to "be themselves" at the bargaining table. This means that effective negotiation is only about 10% tactics -- the rest comes from having the right attitude. My goal in "Bargaining for Advantage" is to instill in readers the confidence and positive attitude they need to open their own, personal negotiation "toolbox" and start achieving their goals -- at home, at work and at the bargaining table.

"About this title" may belong to another edition of this title.

  • PublisherPenguin Publishing Group
  • Publication date2006
  • ISBN 10 0143036971
  • ISBN 13 9780143036975
  • BindingPaperback
  • Edition number2
  • Number of pages304
  • Rating

Other Popular Editions of the Same Title

9780670881338: Bargaining to Advantage: Negotiation Strategies For Reasonable People

Featured Edition

ISBN 10:  ISBN 13:  9780670881338
Publisher: Viking, 1998
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  • 9780140281910: Bargaining For Advantage

    Penguin, 2000
    Softcover

  • 9780140289305: Bargaining for Advantage: Negotiation Strategies for Reasonable People

    Penguin, 2000
    Softcover

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