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

G Richard Shell
3.8 out of 5 stars  See all reviews (5 customer reviews)

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Product details

  • Paperback: 294 pages
  • Publisher: Penguin Books; 2 edition (2 May 2006)
  • Language: English
  • ISBN-10: 0143036971
  • ISBN-13: 978-0143036975
  • Product Dimensions: 21.2 x 15.2 x 1.8 cm
  • Average Customer Review: 3.8 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Bestsellers Rank: 340,240 in Books (See Top 100 in Books)

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Product Description

Bargaining for Advantage Focusing on six psychological leverage points, the director of the Wharton Executive Negotiation Workshop outlines a bargaining strategy for business and consumers that is based on the latest research. Full description

Inside This Book (Learn More)
First Sentence
Two men entered a conference room in an office tower high above Lexington Avenue in New York City. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

3.8 out of 5 stars
3.8 out of 5 stars
Most Helpful Customer Reviews
1 of 1 people found the following review helpful
4.0 out of 5 stars Great book, but weak beginning 4 Jan 2010
Format:Paperback|Verified Purchase
The first couple of chapters of this book seem a bit weak, and I don't see much value in the 'what kind of negotiating style do you have' personality test. However, get past this first hurdle, and the rest of the book is a practical goldmine in terms of real negotiating experience and advice for different situations.
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4.0 out of 5 stars Great Reak Life Stories 3 May 2010
It was a quick read and quite informative. Of particular usefulness was the real life stories included throughout the book. These stories provided excellent practical examines of the various negotiation principles.
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5.0 out of 5 stars Savvy, entertaining negotiation manual 21 Oct 2008
By Rolf Dobelli TOP 500 REVIEWER
Negotiating is one of the most basic yet complex social interactions that people undertake. These sessions can be straightforward or highly strategic, and can involve the exchange of everything from sheep to global conglomerates. Since negotiations are the products of intense human relations, they produce great stories founded on basic social science and psychology principles. Author and professor G. Richard Shell has done a masterful job of presenting the art and science of negotiation. That must be why he is known as one of the most highly-rated business school professors in the U.S. This book is educational and entertaining, and contains great examples of negotiations from such varied sources as African tribes and J.P. Morgan. getAbstract highly recommends it to anyone who wants to find out more about this intricate social interaction. Learn exactly how to become better at getting what you want.
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3 of 6 people found the following review helpful
5.0 out of 5 stars Brilliant Book! Shame I can only award it 5 stars 26 April 2007
If anyone is thinking about the buying this book. Then, stop thinking about it and buy the thing!

I wish I had found this book years ago as, I work in a cut throat industry and realised that I had to learn about the art of negotiation in order to survive. This book, will take the complete novice to the person who is highly competent and teach them something new. As business books go, this is written in a very straight forward manner with lots of examples to illustrates the points being made. Furthermore, the negotiation quiz will help you to see your style and how that could effect the negotiation process if you are sitting across the table (or in my case over the phone) from a person with a different style from yourself. The best thing in this book is the bargaining plan as it will really make you think about what is the best strategy you can use in the negotiation process - and in my case the negotiation is more equal that I had imagined.

Don't take my word for it. Buy the book now and see for yourself.
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1 of 12 people found the following review helpful
By Ton
I already started to get scared when I saw all the "praise" messages at the first page: this is a well known cheap marketing trick to use weak praise messages (from some, well, at least "strange" companies) to promote a book. And it turns out I was right. Have you ever experienced getting angry at literally *every* page in the book? If you want to experience that happy (not...) feeling again, buy this book. I feel I have been ripped off completely. Do you know the expression "never scratch the top - always scratch the bottom?" Well, this author only scratches the top - the surface -: he never dives into the topics he touches, he merely touches them. With that I mean: he writes about a subject, tries to make it look all "academical" (I graduated from university myself, but I would be ashamed if my book would be like this) by constantly referring to "research has shown", and then...: he quits! For example, he says: Topic A - "research has shown" ((blabla, and completely irrelevant) that XYZ is relevant in negotiations", and then he presents NO *serious* strategies at all to deal with it! Basically all he says is "well, this might be a problem when you negotiate, and well, you will need to find a way out of it. I suggest talk about it with your counterpart - or at least, don't fall for it, and try to become friends with your counterpart, because then they won't try to take you" (say what???? Say what????). Actually, there is so much more to write about this book, I just don't want to waste my time on it (believe me, I am again getting *extremely angry* while writing this about the rip off this is. You expect somebody from Wharton to be sincere (he writes that ... "Me being an academic, I choose to be most ethical in all my negotiations"...Can you imagine this? Read more ›
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