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|  | |  | | | Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition | | | | | SKU:
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Usually ships in 1 business days | | | | | | 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 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
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| | Product Details | | Author: | G. Richard Shell | | Paperback: | 320 pages | | Publisher: | Penguin (Non-Classics) | | Publication Date: | May 02, 2006 | | Language: | English | | ISBN: | 0143036971 | | Product Length: | 8.36 inches | | Product Width: | 5.98 inches | | Product Height: | 0.69 inches | | Product Weight: | 0.64 pounds | | Package Length: | 8.4 inches | | Package Width: | 5.4 inches | | Package Height: | 0.8 inches | | Package Weight: | 0.65 pounds | | Average Customer Rating: |  based on 37 reviews |
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| | Customer Reviews | Average Customer Review: ( 37 customer reviews )
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Most Helpful Customer Reviews
183 of 185 found the following review helpful:
 Second Best of Both Worlds Nov 09, 2007
By David M. Landis
There are two basic styles or strategies in negotiation literature: advantage seeking and joint gain finding. The best work on joint gain is the seminal work by Roger Fisher, Getting to Yes. The best work on advantage seeking is the work of Chester Karrass who extols high aspiration and concession management. The great thing about this book is that it is simultaneously the second best book in two very different paradigms. This is the best work on the topic of the information parties exchange as part of the negotiation process. That is why this is such an insightful work and worth every penny spent to buy it and hour it takes to read it Five stars and there are only four books in this entire niche subject that deserve that rating. Since I teach this stuff I read or at least skim scores of negotiation books. Many are thoroughly second rate. Reading a really good book on a subject you care about makes you want to write a review for Amazon. See.
69 of 74 found the following review helpful:
I Highly Recommend This Book Oct 10, 2006
By Meir Ben David
"You will bring light unto the nations"
This book gives some very important understanding of negotiation to people who are not professional negotiators and do not know all the ins and outs of the current research in the field.
1. It talks about the differences in the negotiation style and how those differences affect the negotiation process.
2. It talks about what and how to set your goals in a negotiation.
3. It talks about whats and hows of using the various standards in making your case during the negotiation.
4. It discusses leverage and how it changes over time during the negotiation.
5. It discusses relationships that may or may not exist among the people in negotiation and how that affects negotiations.
6. It discusses different strategies from opening to closing the deal
7. It talks about creativity that can go into the deal that would make the pie bigger (as opposed to just dividing the pie).
8. It discusses ethics at length at the end of the book.
This book even has a template for preparation for negotiation that you can use as a way of thinking and doing research before you begin your negotiation. Each chapter also has a summary that is useful as a list of criteria for formulating your negotiation strategy.
I think that at the price I paid for the book, it was definitelly a bargain. If you are looking into becoming a better negotiator, this book is for you.
44 of 49 found the following review helpful:
Best in Category Feb 09, 2007
By Robert A. Hall
"TartanMarine"
This is one of those books I wish I'd read years ago. It was recommended to my colleagues and I during a negotiating workshop I scheduled for the managers at the professional association I manage. "Bargaining for Advantage" is clear, informative and entertaining--what more could you want? After 24 years as an Association Executive and ten as a state senator, I think of myself as an experienced negotiator. And I learned a ton from this book. It will be valuable for everyone, as we are all frequently called upon to negotiate. But for people managing a business, non-profit, agency or even a military organization, it's a pearl. Best business book I've read this year.
Robert A. Hall, CAE
Author of "The Good Bits."
8 of 8 found the following review helpful:
Ah, negotiating is really a science Jun 01, 2009
By M. Swardstrom
"Swards"
I love when this happens. I'm a logical guy, but some skills always seem like more of a black magic or personality trait or art rather than science. I used to think people who were good at things like sales, marketing/advertising, and negotiating (among others) were just good at it. They had a natural ability that was hard to explain.
Well, after reading this book, I no longer feel that way about negotiating. I actually enjoy it, now. There is a science to it. You can clearly see when one party or the other has more to lose, how to reduce that, increase your leverage, find points to give in on and how to clearly point out what your hoping to achieve. It's really cool!
I feel like I have much more insight into any negotiation that I'm part of and will truly benefit in many ways - financially and emotionally. I no longer feel like I was taken advantage of or got away with something, instead feel as though the negotiation went well and I achieved my goals.
A really great book - especially for those that like to figure out the hidden science behind the art.
8 of 9 found the following review helpful:
The Science of Negotiating Dec 03, 2007
By Randy
As a long time mediator I've read many books on the subject of negotiating. I found Bargaining for Advantage so informative I bought copies for my grown children. Shell brings science into the "art" of negotiating and makes sense of an often mysterious subject. My two daughters especially enjoyed the discussion of women and wages and why women may earn less than men - because they don't ask for more! If there are two or more people in a room, then there likely is negotiating taking place, at one level or another. Do yourself a favor and get this book.
See all 37 customer reviews on Amazon.com
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