Bargaining for Advantage: Negotiation Strategies for Reasonable People

ISBN-13: 9780143036975 / Angielski / Miękka / 2006 / 304 str.

G. Richard Shell

Opis

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

Recenzje

"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

Bargaining for Advantage [is] outstanding. Timothy Ferriss, author of The 4-Hour Workweek

Readers interested in developing or refining their negotiation skills should run, not walk, to the nearest bookstore for a copy of Bargaining for Advantage. . . . It belongs on any list of required reading for practitioners or educators in the field of negotiation and is also highly recommended to the general public. Alternative Dispute Resolution Report

"Engaging . . . Replete with intriguging real world anecdotes. Shell offers sage and practice advice to almost any negotiator." Howard Raiffe, author of The Art and Science of Negotiation

A new book that could really shift your sensibilities about the art of negotiation taking out the mystery and replacing it with a success toolbox.  . . . A volume that gives direct and practical fundamentals to becoming an effective bargainer in any situation. Business Digest

Wise, persuasive, and entirely readable, Bargaining for Advantage provides practical step-by-step advice for negotiators who want to bargain effectively without compromising themselves or their values. Michael Wheeler, Harvard Business School, coeditor of The Negotiation Journal

Richard Shell is known to be a star teacher of negotiation. His expertise comes through in this book . . . a wonderful integration of practical advice that will be useful to all readers.
Max H. Bazerman, Jesse Isidor Straus Professor of Business Administration, Harvard Business School

Bargaining for Advantage turns negotiation into an easy-to-understand process that any founder can effectively apply to a startup s negotiation. George Lovegrove, Medium

No matter what you do for a living, good negotiation skills help you reach your goals quickly. Bargaining for Advantage will help you identify your negotiating style, strengths and weaknesses, identify your bargaining goals, and teach you useful tactics for getting the most out of your negotiations. Josh Kaufman, The Personal MBA list of 99 Best Business Books

Shell s book is excellent . . . a fine crop of new ideas, all presented in an enjoyable style. It provides [negotiators] with a system for categorizing and digesting the bewildering mass of information that comes at her in the course of a complex negotiation. John Richardson, Harvard Negotiation Law Review

Spis treści

Bargaining for AdvantagePreface 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

O autorze

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.