Synopses & Reviews
Everyone knows that you are supposed to follow your dream.” But where is the road map to help you discover what that dream is?
You are holding it in your hands. In Springboard, award-winning author and teacher G. Richard Shell helps you find your future. His advice: Take an honest look inside and then answer two questions:
What, for me, is success?
How will I achieve it?
You will begin by assessing your current beliefs about success, including the hidden influences of family, media, and culture. These are where the pressures to live someone elses life” come from. Once you gain perspective on these outside forces, you will be ready to look inside at your unique combination of passions and capabilities. The goal: to focus more on what gives meaning and excitement to your life and less on what you are supposed” to want.
Drawing on his decades of research, Shell offers personalized assessments to help you probe your past, imagine your future, and measure your strengths. He then combines these with the latest scientific insights on everything from self-confidence and happiness to relationships and careers.
Throughout, he shares inspiring examples of people who found what they were meant to do by embracing their own true measure of success.
- Eric Adler: one of Shells former students who walked away from a conventional business career to help launch a revolutionary new concept in public education that has placed hundreds of inner-city high school students in top colleges.
- Kurt Timken: a Harvard-educated son of a Fortune 500 CEO who found his true calling as a hard-charging police officer fighting drug lords in southern California.
- Cynthia Stafford: an office worker who became one of her communitys leading promoters of theater and the arts.
Get ready for the journey of a lifetimeone that will help you reevaluate your future and envision success
on your own terms. Students and executives say that Richard Shells courses have changed their lives. Let this book change yours.
Review
“In addition to [Shells] obvious expertise in the specialties of negotiation, persuasion, and interpersonal influence, his outstanding book on achieving success has exactly what this kind of examination needs, common sense and encouragement.”
—Booklist (STARRED review)
“Shells nine steps to success are simple enough to follow, and readers may come away believing that a more prosperous life is attainable with a few tweaks and a little soul searching.”
—Publishers Weekly
“Written with expert cadence, this book manages to be an 'easy read' without skimping on quality. Shell provides ample research findings, anecdotes, and the expert guidance hes gleaned from his work in the field.”
—800CEOREADs “Books to Watch: August 2013”
Synopsis
The tools you need to negotiate effectively in every part of your life 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
BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life
A must read for everyone seeking to master negotiation. This newly updated classic just got even better.--Robert Cialdini, bestselling author of Influence and Pre-Suasion
As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes
This updated edition includes:
- An easy-to-take Negotiation I.Q. test that reveals your unique strengths as a negotiator
- A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse
- Insights on how to succeed when you negotiate online
- Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
Synopsis
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
Everyone knows that you are supposed to follow your dream.” But where is the road map to help you discover what that dream is?
You have just found it. In Springboard, award-winning author and teacher G. Richard Shell helps you find your future. His advice: Take an honest look inside and then answer two questions:
What, for me, is success?
How will I achieve it?
You will begin by assessing your current beliefs about success, including the hidden influences of family, media, and culture. These are where the pressures to live someone elses life” come from. Once you gain perspective on these outside forces, you will be ready to look inside at your unique combination of passions and capabilities. The goal: to focus more on what gives meaning and excitement to your life and less on what you are supposed” to want.
Drawing on his decades of research, Shell offers personalized assessments to help you probe your past, imagine your future, and measure your strengths. He then combines these with the latest scientific insights on everything from self-confidence and happiness to relationships and careers.
Throughout, he shares inspiring examples of people who found what they were meant to do by embracing their own true measure of success.
- Eric Adler: one of Shells former students who walked away from a conventional business career to help launch a revolutionary new concept in public education that has placed hundreds of inner-city high school students in top colleges.
- Kurt Timken: a Harvard-educated son of a Fortune 500 CEO who found his true calling as a hard-charging police officer fighting drug lords in southern California.
- Cynthia Stafford: an office worker who became one of her communitys leading promoters of theater and the arts.
Get ready for the journey of a lifetimeone that will help you reevaluate your future and envision success
on your own terms. Students and executives say that Richard Shells courses have changed their lives. Let this book change yours.
About the Author
G. RICHARD SHELL is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School. The creator of Whartons popular Success Course ,” his previous books include the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People and, with Mario Moussa, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas. He lives with his family near Philadelphia.
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