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Original Essays | April 29, 2013

Edward Lee: IMG How to Clarify Butter: A Writer's Tale

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Chefs don't have time to write. While I was working on Smoke and Pickles, I was running a restaurant — a daily regimen of testing recipes,... Continue »
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25 Local Warehouse Business- Negotiation

This title in other editions

Bargaining for Advantage: Negotiation Strategies for Reasonable People

by

Bargaining for Advantage: Negotiation Strategies for Reasonable People Cover

 

Synopses & Reviews

Publisher Comments:

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

Synopsis:

Getting a little better at negotiation can make a big difference in your life. Let a leading teacher at the world-renowned Wharton School of Business make you a lot better.

As director of the 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 combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. Shell's unique approach, which starts with a candid self-assessment of your personal strengths and weaknesses, helps everyone from the inexperienced, anxious negotiator to the seasoned veteran. You will learn to:

-- Succeed even when you think you are short on bargaining power

-- Counter hardball tactics and tricks without compromising your ethics

-- Build trust in working relationships

-- Improve your leverage at each stage of the process

-- Decide when to compromise

Laced with entertaining stories about some of the best negotiators of all time — including Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, and Donald Trump — this remarkable how-to guide gives you the tools you need to become a skillful negotiator in every aspect of your life.

Synopsis:

From the creator of the popular Success Course at the Wharton School of Business

 

Finding your own true measure of success begins with two essential questions: Who am I? What will I do with my life? The answers cant come from the outside. You have to search your heart and engage these questions honestly to discover insights that go far beyond conventional notions of fame, fortune, and happiness.

 

Award-winning author and Wharton School professor G. Richard Shell challenges readers to set aside the preconceived definitions of success promoted by society, schools, family, and the media. Then he helps readers replace these old definitions with aspirations based on their unique values, talents, personalities, and motivations. Along the way he shares inspiring stories of others who defined success for themselves.

 

Take a chance. Do what you were meant to do.

Synopsis:

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.

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About the Author

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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Table of Contents

Bargaining for Advantage Preface to the Second Edition

Acknowledgments

Introduction: It's Your Move

PART I: The Six Foundations of Effective Negotiation

Chapter 1: The First Foundation: Your Bargaining Style

Chapter 2: The Second Foundation: Your Goals and Expectations

Chapter 3: The Third Foundation: Authoritative Standards and Norms

Chapter 4: The Fourth Foundation: Relationships

Chapter 5: The Fifth Foundation: The Other Party's Interests

Chapter 6: The Sixth Foundation: Leverage

PART II: The Negotiation Process

Chapter 7: Step 1: Preparing Your Strategy

Chapter 8: Step 2: Exchanging Information

Chapter 9: Step 3: Opening and Making Concessions

Chapter 10: Step 4: Closing and Gaining Commitment

Chapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation

Chapter 12: Conclusion: On Becoming an Effective Negotiatior

Appendix A: Bargaining Styles Assessment Tool

Appendix B: Information-Based Bargaining Plan

Notes

Selected Bibliography

Index

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Product Details

ISBN:
9780143036975
Author:
Shell, G. Richard
Publisher:
Penguin Books
Subject:
Persuasion (psychology)
Subject:
Negotiating
Subject:
Negotiation
Subject:
Business-Negotiation
Subject:
Careers
Edition Number:
2
Edition Description:
Hardback
Publication Date:
20060531
Binding:
TRADE PAPER
Grade Level:
from 12
Language:
English
Illustrations:
b/w illustrations throughout
Pages:
320
Dimensions:
9 x 6 in 1 lb
Age Level:
from 18
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Related Subjects

Business » Management
Business » Negotiation

Bargaining for Advantage: Negotiation Strategies for Reasonable People New Trade Paper
0 stars - 0 reviews
$17.00 In Stock
Product details 320 pages Penguin Books - English 9780143036975 Reviews:
"Synopsis" by , Getting a little better at negotiation can make a big difference in your life. Let a leading teacher at the world-renowned Wharton School of Business make you a lot better.

As director of the 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 combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. Shell's unique approach, which starts with a candid self-assessment of your personal strengths and weaknesses, helps everyone from the inexperienced, anxious negotiator to the seasoned veteran. You will learn to:

-- Succeed even when you think you are short on bargaining power

-- Counter hardball tactics and tricks without compromising your ethics

-- Build trust in working relationships

-- Improve your leverage at each stage of the process

-- Decide when to compromise

Laced with entertaining stories about some of the best negotiators of all time — including Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, and Donald Trump — this remarkable how-to guide gives you the tools you need to become a skillful negotiator in every aspect of your life.

"Synopsis" by ,
From the creator of the popular Success Course at the Wharton School of Business

 

Finding your own true measure of success begins with two essential questions: Who am I? What will I do with my life? The answers cant come from the outside. You have to search your heart and engage these questions honestly to discover insights that go far beyond conventional notions of fame, fortune, and happiness.

 

Award-winning author and Wharton School professor G. Richard Shell challenges readers to set aside the preconceived definitions of success promoted by society, schools, family, and the media. Then he helps readers replace these old definitions with aspirations based on their unique values, talents, personalities, and motivations. Along the way he shares inspiring stories of others who defined success for themselves.

 

Take a chance. Do what you were meant to do.
"Synopsis" by , 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.

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