Bargaining for Advantage : Negotiation Strategies for Reasonable People - Hardcover

Shell, G. Richard

Hardcover

ISBN 10: 0670881333 ISBN 13: 9780670881338

Publisher: Viking Adult, 1999

An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverge points that promote bargaining success. 25,000 first printing. First serial, Inc. Magazine.

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 is an award-winning teacher and scholar at the Wharton School of the University of Pennsylvania. He was named one of the country's top business school professors in Business Week's Guide to the Best Business Schools in 1993 and 1999. His articles on negotiation and dispute resolution have appeared in such publications as the Wall Street Journal and the New York Times.

• Publisher: Viking Adult
• Publication date: 1999
• ISBN 10: 0670881333
• ISBN 13: 9780670881338
• Binding: Hardcover
• Edition number: 1
• Number of pages: 286