Items related to Bargaining For Advantage
Synopsis
An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success. Reprint.
"synopsis" may belong to another edition of this title.
Review
"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
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
- Publication date2000
- ISBN 10 0140281916
- ISBN 13 9780140281910
- BindingPaperback
- LanguageEnglish
- Number of pages304
Other Popular Editions of the Same Title
Search results for Bargaining For Advantage
Stock Image
Bargaining For Advantage
Seller: SecondSale, Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Acceptable. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00068027800
Quantity: 3 available
Stock Image
Bargaining For Advantage
Seller: SecondSale, Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00072473646
Quantity: 9 available
Stock Image
Bargaining for Advantage : Negotiation Strategies for Reasonable People
Seller: Goodwill of Colorado, COLORADO SPRINGS, CO, U.S.A.
Seller rating 5 out of 5 stars
Condition: Acceptable. This item is in overall acceptable condition. Covers and dust jackets are intact but may have heavy wear including creases, bends, edge wear, curled corners or minor tears as well as stickers or sticker-residue. Pages are intact but may have minor curls, bends or moderate to considerable highlighting/ writing. Binding is intact; however, spine may have heavy wear. Digital codes may not be included and have not been tested to be redeemable and/or active. A well-read copy overall. Please note that all items are donated goods and are in used condition. Orders shipped Monday through Friday! Your purchase helps put people to work and learn life skills to reach their full potential. Orders shipped Monday through Friday. Your purchase helps put people to work and learn life skills to reach their full potential. Thank you! Seller Inventory # 466TY8001SN9
Quantity: 1 available
Stock Image
Bargaining for Advantage : Negotiation Strategies for Reasonable People
Seller: Decluttr, Kennesaw, GA, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. 1721832759. 7/24/2024 2:52:39 PM. Seller Inventory # U9780140281910
Quantity: 1 available
Stock Image
Bargaining for Advantage : Negotiation Strategies for Reasonable People
Seller: Wonder Book, Frederick, MD, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Good condition. A copy that has been read but remains intact. May contain markings such as bookplates, stamps, limited notes and highlighting, or a few light stains. Seller Inventory # X07B-01576
Quantity: 2 available
Stock Image
Bargaining for Advantage: Negotiation Strategies for Reasonable People
Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. No Jacket. Former library book; May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 0.66. Seller Inventory # G0140281916I4N10
Quantity: 1 available
Stock Image
Bargaining for Advantage: Negotiation Strategies for Reasonable People
Seller: ThriftBooks-Reno, Reno, NV, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 0.66. Seller Inventory # G0140281916I4N00
Quantity: 1 available
Stock Image
Bargaining for Advantage: Negotiation Strategies for Reasonable People
Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 0.66. Seller Inventory # G0140281916I4N00
Quantity: 1 available
Stock Image
Bargaining for Advantage: Negotiation Strategies for Reasonable People
Seller: ThriftBooks-Atlanta, AUSTELL, GA, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 0.66. Seller Inventory # G0140281916I4N00
Quantity: 1 available
Stock Image
Bargaining for Advantage : Negotiation Strategies for Reasonable People
Published by
Penguin Publishing Group, 2000
ISBN 10: 0140281916
ISBN 13: 9780140281910
Used
Softcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Reissue. Used book that is in clean, average condition without any missing pages. Seller Inventory # 3125551-6
Quantity: 2 available