Bargaining for Advantage, G. Richard Shell
Bargaining for Advantage, G. Richard Shell
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Bargaining for Advantage
Negotiation Strategies for Reasonable People

Author: G. Richard Shell

Narrator: Sean Pratt

Unabridged: 11 hr 10 min

Format: Digital Audiobook Download

Publisher: Ascent Audio

Published: 07/01/2014

Synopsis

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

About G. Richard Shell

An internationally recognized expert in law, dispute resolution, and negotiations, G. Richard Shell is the author of several books: the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People, a work that has been published in more than fourteen languages, and Make the Rules or Your Rivals Will, a work on competitive strategy and law.

Professor Shell is the academic director of the Executive Negotiation Workshop and Strategic Persuasion: The Art and Science of Selling Ideas in the Wharton School of Business at the University of Pennsylvania, where he is a professor of legal studies and business ethics. He teaches in a variety of open-enrollment and customized programs. A partial list of his consulting clients includes the World Economic Forum at Davos, Switzerland, General Electric, Johnson & Johnson, Hewlett-Packard, Merck & Co., Citibank, Bank of America, and several of the largest labor unions in the United States.

Reviews

Goodreads review by Courtney on February 11, 2007

This is the best negotation book I've read - it really focuses on maximizing your position in a negotiation while maintaining relationships.......more

Goodreads review by Bakunin on November 29, 2020

Do not be so sweet that people will eat you up, nor so bitter that they will spit you out (old Pashto folk saying). I have always been interested in negotiating as it always seemed like a game you entered into and as long as I kept to that perspective it seemed fun. I lived in Shanghai (when I was 1......more

Goodreads review by Van-Anh on August 22, 2020

Some key points I've taken away from this book: - Better negotiating starts with embracing your authentic strengths - The best negotiators set optimistic but justifiable expectations - Appealing to norms helps win negotiations - Fair, reciprocal relationships are conducive to negotiating, but be carefu......more

Goodreads review by Victoria on June 14, 2018

How comfortable are you to bargaining? Me - not so great. But this book inspired me to push myself feeling more comfortable with this inevitable, very human activity. It is really profound, structured, and practical, suggesting guidance into negotiation process - from preparation to closure and even......more

Goodreads review by Kayleigh on March 31, 2023

had to read it for class and yup its a book......more

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