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Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
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Binding: Paperback
Dewey Decimal Number: 302.3
EAN: 9780143036975
Edition: 2
ISBN: 0143036971
Label: Penguin (Non-Classics)
Manufacturer: Penguin (Non-Classics)
Number Of Items: 1
Number Of Pages: 320
Publication Date: May 02, 2006
Publisher: Penguin (Non-Classics)
Studio: Penguin (Non-Classics)
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Editorial Review:
The award-winning guide to business negotiation used by top negotiators and training programs all over the worldcompletely updated and revised 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 readers 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
Customer Reviews
Average Rating: 
Rating: - Great Negotiation
The book is a very helpful tool in learning negotiations. His style of explaining the concepts makes it easy to understand and makes you want to get out and try your new skills.
Rating:  - A little verbose, with interesting tidbits here and there...
I found myself dozing off to sleep sometimes just trying to get past some of the "duh" moments in this book. Perhaps only for newbie b-schoolers or those getting a start in a career where heavy negotiating is key will this book really be a benefit. Otherwise, the best parts were the self-assessment to determine your personal negotiation style, and the chapter about "leverage." Recommended for those who may not have had very much business or sales experience, or experience particularly in a global ... Read More
Rating: - Negotiation best practices
This book is a must have for every one. I have been in Sales, Product management and Sales Management for 15 years and read numerous books on the 'sales' side though this book sums up what most people including sales people do 90% of the time - negotiate.
Rating: - The Science of Negotiating
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 ... Read More
Rating: - Second Best of Both Worlds
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 ... Read More
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