Bargaining for Advantage is an authoritative guide to business negotiation. It explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success.
Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition
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. He has taught them 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
About the Author
G. Richard Shell is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School of Business.
His latest book, Springboard: Launching Your Personal Search for Success (Penguin/Portfolio 2013), was named Best Business Book of the Year for 2013 by one of the largest business booksellers in the United States, 800CEOREAD. It was also short-listed for Management Book of the Year by the British Library.
His earlier works include the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People (2006) and The Art of Woo: Using Strategic Persuasion to Sell Your Ideas (2007)(with Mario Moussa).
He is Director of the Wharton Executive Negotiation Workshop and the Wharton Strategic Persuasion Workshop. He has taught thousands of students and executives, including everyone from Navy SEALs and Fortune 500 CEOs to FBI hostage negotiators, hospital nurses, and public school teachers.