Bargaining for Advantage : Negotiation Strategies for Reasonable People

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9780140281910: Bargaining for Advantage : Negotiation Strategies for Reasonable People

As Director of the Wharton Executive Negotiation Workshop and professor at one of the world's most renowned business schools, G. Richard Shell knows what it takes to survive and thrive in the rough-and-tumble world of high-stakes negotiations. Now he brings his dynamic, step-by-step program for bargaining success to the general reader. Focusing on six key psychological leverage points, Shell shows everyone how they can get more of what they want, gain the confidence they need, counter hardball tactics, and dodge the tricks that others try to play.

Based on the latest research and laced with vivid stories about world-class hagglers such as Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, and Donald Trump, this book provides a realistic, powerful framework for business and consumer negotiations that will help everyone from the inexperienced, anxious negotiator to the seasoned veteran.

"Whether you're buying a car, trying to get the kids into bed, or brokering a major business deal, Bargaining for Advantage teaches you to think on your feet and discover imaginative ways to come to terms with anyone."--Laurie Calkhoven, Editorial Director, The Money Book Club

"A wonderful integration of practical advice that will be useful to all readers."--Max H. Bazerman, Gerber Professor of Dispute Resolution and Organization, Kellogg School of Management at Northwestern University

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From the Back Cover:

Getting a little better at negotiation can make a big difference in your life. Let a leading teacher at the world-renowned Wharton School of Business make you a lot better.

As director of the 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 combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. Shell's unique approach, which starts with a candid self-assessment of your personal strengths and weaknesses, helps everyone from the inexperienced, anxious negotiator to the seasoned veteran. You will learn to:
-- Succeed even when you think you are short on bargaining power
-- Counter hardball tactics and tricks without compromising your ethics
-- Build trust in working relationships
-- Improve your leverage at each stage of the process
-- Decide when to compromise

Laced with entertaining stories about some of the best negotiators of all time -- including Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, and Donald Trump -- this remarkable how-to guide gives you the tools you need to become a skillful negotiator in every aspect of your life.

About the Author:

G. Richard Shell is an award-winning teacher and scholar at the Wharton School of the University of Pennsylvania. He was named one of the country's top business school professors in Business Week's Guide to the Best Business Schools in 1993 and 1999. His articles on negotiation and dispute resolution have appeared in such publications as the Wall Street Journal and the New York Times.

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