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Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition | 
 enlarge | Author: G. Richard Shell
Publisher: Penguin (Non-Classics)
Category: Book
List Price: $15.00
Buy New: $8.20
You Save: $6.80 (45%)
New (43) Used (24) Collectible (1) from $5.49
Rating:  14 reviews
Sales Rank: 11035
Media: Paperback
Edition: 2
Pages: 320
Number Of Items: 1
Shipping Weight (lbs): 0.7
Dimensions (in): 8.3 x 5.4 x 0.8
ISBN: 0143036971
Dewey Decimal Number: 302.3
EAN: 9780143036975
ASIN: 0143036971
Publication Date: May 2, 2006
Availability: Usually ships in 1-2 business days
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Product Description
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
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| Customer Reviews: Read 9 more reviews...
Savvy, entertaining negotiation manual October 21, 2008
Rolf Dobelli (Luzern Switzerland)
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.
Great Negotiation February 27, 2008
K. Frank
The book is a very helpful tool in learning negotiations. His style of explaining the concepts makes it easy to understand and makes you want to get out and try your new skills.
 A little verbose, with interesting tidbits here and there... February 6, 2008
Sara (Atlanta, GA)
6 out of 10 found this review helpful
I found myself dozing off to sleep sometimes just trying to get past some of the "duh" moments in this book. Perhaps only for newbie b-schoolers or those getting a start in a career where heavy negotiating is key will this book really be a benefit. Otherwise, the best parts were the self-assessment to determine your personal negotiation style, and the chapter about "leverage." Recommended for those who may not have had very much business or sales experience, or experience particularly in a global forum where dealing with international company execs is uncommon.
Negotiation best practices December 22, 2007
Anuj Kumar (san francisco, CA)
This book is a must have for every one. I have been in Sales, Product management and Sales Management for 15 years and read numerous books on the 'sales' side though this book sums up what most people including sales people do 90% of the time - negotiate.
The Science of Negotiating December 3, 2007
Randy
3 out of 3 found this review helpful
As a long time mediator I've read many books on the subject of negotiating. I found Bargaining for Advantage so informative I bought copies for my grown children. Shell brings science into the "art" of negotiating and makes sense of an often mysterious subject. My two daughters especially enjoyed the discussion of women and wages and why women may earn less than men - because they don't ask for more! If there are two or more people in a room, then there likely is negotiating taking place, at one level or another. Do yourself a favor and get this book.
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