Bargaining for Advantage : Negotiation Strategies for Reasonable People

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9780670881338: Bargaining for Advantage : Negotiation Strategies for Reasonable People

Bargaining for Advantage is a real-world guide to the complex psychology of each bargaining situation. It focuses on six key emotional leverage points that researchers have shown help the best negotiators succeed and answers such questions as: how can you achieve your goals even when short on bargaining power? Case studies involving the likes of Benjamin Franklin, J.P. Morgan, and Donald Trump illustrate a flexible, step-by-step approach to make you a skillful and realistic negotiator.

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From the Back Cover:

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.

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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