Bargaining for Advantage: Negotiation Strategies for Reasonable People by G. Richard Shell, Richard G. Shell
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(Paperback - Older Edition)
- Pub. Date: June 2000
- 304pp
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Product Details
- Pub. Date: June 2000
- Publisher: Penguin Group (USA)
- Format: Paperback, 304pp
- ISBN-13: 9780140281910
- ISBN: 0140281916
- Edition Description: Older Edition
Synopsis
The award-winning guide to business negotiation used by top negotiators and training programs all over the world—completely 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 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
Biography
G. Richard Shell teaches negotiation at the Wharton School of Business at the University of Pennsylvania, where he is professor of legal studies, business ethics, and management and academic director of the Wharton Executive Negotiation Workshop.
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Savvy, entertaining negotiation manualby RolfDobelli
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October 21, 2008: 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.
Winning Friends & Making Money!by Anonymous
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October 23, 2006: Whenever I anticipate business negotiations throughout the world, I have used this book as a invaluable reference source. The salient points given will work for all kinds of negotiations. 'Bargaining for Advantage' has made me many friends as well as a ton of money! (Ok, maybe not a ton.)
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