Bargaining for Advantage: Negotiation Strategies for Reasonable People

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9780143036975: Bargaining for Advantage: Negotiation Strategies for Reasonable People

Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, this book is a guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. The text is driven by stories about everything from hostage taking and high stakes business deals to everyday encounters. It offers a step-by-step approach that draws on the reader's own communication style to make a skillful negotiator.

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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.

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Book Description Penguin Putnam Inc, United States, 2011. Paperback. Book Condition: New. 2nd annotated edition. 210 x 138 mm. Language: English . Brand New Book. 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: 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 negotiatorA concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messagingA detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track. Bookseller Inventory # ABZ9780143036975

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Published by Penguin Putnam Inc, United States (2011)
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Book Description Penguin Putnam Inc, United States, 2011. Paperback. Book Condition: New. 2nd annotated edition. 210 x 138 mm. Language: English . Brand New Book. 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: 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 negotiatorA concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messagingA detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track. Bookseller Inventory # ABZ9780143036975

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Book Description 2006. Paperback. Book Condition: New. 2nd. 152mm x 18mm x 212mm. Paperback. 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 th.Shipping may be from our UK, US or Australian warehouse depending on stock availability. 294 pages. 0.320. Bookseller Inventory # 9780143036975

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Book Description Book Condition: New. Publisher/Verlag: Penguin US | Negotiation Strategies for Reasonable People | The tools you need to negotiate effectively in every part of your lifeAs 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:-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-A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging-A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track | Bargaining for Advantage Preface to the Second EditionAcknowledgmentsIntroduction: It's Your MovePART I: The Six Foundations of Effective NegotiationChapter 1: The First Foundation: Your Bargaining StyleChapter 2: The Second Foundation: Your Goals and ExpectationsChapter 3: The Third Foundation: Authoritative Standards and NormsChapter 4: The Fourth Foundation: RelationshipsChapter 5: The Fifth Foundation: The Other Party's InterestsChapter 6: The Sixth Foundation: LeveragePART II: The Negotiation ProcessChapter 7: Step 1: Preparing Your StrategyChapter 8: Step 2: Exchanging InformationChapter 9: Step 3: Opening and Making ConcessionsChapter 10: Step 4: Closing and Gaining CommitmentChapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in NegotiationChapter 12: Conclusion: On Becoming an Effective NegotiatiorAppendix A: Bargaining Styles Assessment ToolAppendix B: Information-Based Bargaining PlanNotesSelected BibliographyIndex | Format: Paperback | Language/Sprache: english | 300 gr | 320 pp. Bookseller Inventory # K9780143036975

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