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Bargaining for Advantage: Negotiation Strategies for Reasonable People [Paperback]

G. Richard Shell , Richard G. Shell
5.0 out of 5 stars  See all reviews (7 customer reviews)

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Bargaining for Advantage: Negotiation Strategies for Reasonable People Bargaining for Advantage: Negotiation Strategies for Reasonable People 3.8 out of 5 stars (5)
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Book Description

Jun 2000
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.
--This text refers to an out of print or unavailable edition of this title.

Product details

  • Paperback: 304 pages
  • Publisher: Penguin Books; Reissue edition (Jun 2000)
  • Language: English
  • ISBN-10: 0140281916
  • ISBN-13: 978-0140281910
  • Product Dimensions: 21.6 x 14 x 1.8 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Bestsellers Rank: 538,588 in Books (See Top 100 in Books)

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Product Description

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. --This text refers to an out of print or unavailable edition of this title.

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Most Helpful Customer Reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars Brilliant book on negotiation 27 Feb 2006
By Niklas Kari VINE VOICE
In my opinion the best business books are able to combine scientific research with experienced based practical advice. Bargaining for advantage by Richard Shell is such a book. Mr. Shell provides an insightful framework for thinking about negotiations, which is both supported by insights from studies in psychology and other fields and illustrated with interesting examples. I have myself used the ideas in the book in my own negotiations and can recommend the approach to anyone wanting to learn a more sound and structured approach.
Mr. Shell calls his negotiation approach information-based bargaining. The main idea is simple: plan and prepare well, and when you negotiate, use all the information clues you receive to your advantage. The book has two parts of which the first focuses on six different aspects of effective negotiation: your own bargaining style, your goals and expectations, authoritative standards and norms, relationships, the other party’s expectations, and leverage. The second part goes through the actual negotiation process from preparing to closing, and has also a chapter on ethics in negotiations as well as a concluding chapter. The two appendices provide some nice material to exercise and the notes provide some 240 references to other material.
What I especially liked about the advocated approach was that it is cautious on what to assume about people, and rather than suggesting a one-model-fits-all solution each person and situation is considered unique based on the facts at hand. The material on different bargaining styles and ethics and their impact on the negotiation process was a real eye-opener. Also the reviews of different tactics such as lowballing or good guy/bad guy scheme were very interestingly explained. I don’t have anything bad to say about this very intelligent book. Get it if you are interested in the topic.
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3 of 4 people found the following review helpful
5.0 out of 5 stars Fantastic Read - Great Negotiating Tutorial 24 May 1999
By A Customer
Whether you're an experienced negotiator, or shudder at the thought of any type of conflict, this book will help improve your negotiating skills. Great practicing tips!
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2 of 3 people found the following review helpful
5.0 out of 5 stars Simply the best 14 Oct 1999
By A Customer
I was fortunate enough to attend Prof. Shell's course. It was great to brush up on his advice. The book is almost as good as attending his course.
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2 of 3 people found the following review helpful
By A Customer
If you ever asked yourself if a book can make you money- look no further. This is an amazingly effective and well-written book. One of the most unique aspects is that it does not ask you to alter your personality or business style. Rather, Shell delivers techniques that allow you to be true to your own style and become a much more effective negotiator. It works.
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