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Bargaining For Advantage [Paperback]

G Shell
4.5 out of 5 stars  See all reviews (15 customer reviews)

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Bargaining for Advantage: Negotiation Strategies for Reasonable People Bargaining for Advantage: Negotiation Strategies for Reasonable People 4.0 out of 5 stars (2)
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Book Description

June 8 2000
As Director of the Wharton Executive Negotiation Workshop and professor at one of the world's most renowned business schools, G. Richard Shell knows what it takes to survive and thrive in the rough-and-tumble world of high-stakes negotiations. Now he brings his dynamic, step-by-step program for bargaining success to the general reader. Focusing on six key psychological leverage points, Shell shows everyone how they can get more of what they want, gain the confidence they need, counter hardball tactics, and dodge the tricks that others try to play.

Based on the latest research and laced with vivid stories about world-class hagglers such as Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, and Donald Trump, this book provides a realistic, powerful framework for business and consumer negotiations that will help everyone from the inexperienced, anxious negotiator to the seasoned veteran.

"Whether you're buying a car, trying to get the kids into bed, or brokering a major business deal, Bargaining for Advantage teaches you to think on your feet and discover imaginative ways to come to terms with anyone."--Laurie Calkhoven, Editorial Director, The Money Book Club

"A wonderful integration of practical advice that will be useful to all readers."--Max H. Bazerman, Gerber Professor of Dispute Resolution and Organization, Kellogg School of Management at Northwestern University

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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.

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Customer Reviews

4.5 out of 5 stars
4.5 out of 5 stars
Most helpful customer reviews
5.0 out of 5 stars Great in Silicon Valley Jan. 20 2000
I must admit, when I first heard about this book from a business colleague, I was skeptical (oh no, another pop-ivory-tower book on how to persuade and influence people) !
Yet, the author has done something rare for an academic--he's taken something inherently secular and complex and provided some great research and valuable insight that can save "new economy" types alot of grief and hassle.
For example, when discussing and describing a negotiating technique known in academic circles as "post settlement settlement" (something only an academic could conjure up), Shell succinctly provides insight from his own research into the technique, and his conclusion that while interesting in theory, the technique is hard to implement in the real world (no sacred cow theories here). No surprise really, that real world managers find the technique of little or no value (who really wants to discuss more issues AFTER a deal is done? ---only someone who feels they got jipped, I suppose). But it does serve as an example to one of the lessons which, I believe, permeates the book ---that the best negotiators transcend technique and gimmicks (he does though, describe negotiating ploys to watch out for--helpful stuff).
This book is well written, well organized and pertinent. I read the book while negotiating the sale of my Internet company to a large corporation and found it to be very helpful in "bargaining for advantage".
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I had always been under two false impressions about negotiations. First, that negotiations are all about business and commercial transactions. Second, that negotiations are about hardball tactics where the stronger side "wins" and gets away with a great deal while the weaker side is beaten down and suckered into a raw deal.
Richard Shell's book completely changed this impression. This is a book that is well written and the ideas are structured in way that I could read and take away bite-sized chunks. The book is also very practical and ends each section with a checklist to be used when you negotiate. Shell has made the book very readable by not going overboard on negotiations theories and sprinkling the book with some terrific stories. The stories range from negotiation strategies employed by Mahatma Gandhi and Akio Morita to Indonesian villagers and Tanzanian tribesmen.
The main message of the book is that negotiations are mostly about relationships and that each party may have something to offer that is of enormous value to the other party. By building your relationship and unearthing that value you can conclude a successful negotiation where everybody leaves the boardroom or village center with satisfaction. Shell draws his rich material from many negotiating situations (e.g.-: kids negotiating with their parents about dinner, an elderly widow negotiating with real estate tycoon Donald Trump, and the negotiations for buying out RJR Nabisco). He has also drawn on negotiating styles from around the world and compared the cultural differences (e.g.-: Gandhi negotiating in South Africa, the importance of networks or Guanxi in Chinese cultures, etc.
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4.0 out of 5 stars Superb book, overall. Aug. 30 2000
Richard's experience in conducting various workshops shows on how he presents himself in this wonderful book. Well written and easy to read.
What's lacking however are specifics. Most people are specifically interested in negotiating or bargaining for better compensation when looking for a job or negotiating with a supplier for better overall prices, what to look for in a M&A situation etc. There is also little discussion with respect to "kickbacks" offered during negotiations, an accepted practice in a number of countries. I know it is illegal, but its awareness is most critical especially when the whole corporate world is being "globalized". The discussion should then lead to its awareness, alternatives in combating or avoiding or handling in most appropriate way.
The book nevertheless is very useful in developing your own strategy for specific situations. Deserves 4plus stars.
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5.0 out of 5 stars Great for beginners July 7 2003
I really like the subject of negotiation. As a matter of fact we all negotiate, I'm an engineer and I negotiate all day: with marketing, with manufacturing, with suppliers. I needed some key concepts to bring with me in every negotiation. I knew I was naturally doing something good and something bad in every negotiation and I needed to become more reliable.
This book gave lots of good inputs, starting from my favourite: know your style. I now realised how, being almost a natural "compromiser" or "problem solver", I need to improve in those negotiations where stakes matter more than relationship. A very interesting book for people who want to be more effective and want to analyze their own behaviour in day to day negotiations.
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5.0 out of 5 stars A welcome change! Oct. 3 2000
I've recently completed a Masters degree with a dissertation comparing authentic to simulated sales negotiations from a linguistic point of view. My research reading was limited not only to publications in the field of linguistics, but also general 'business' books as well. On the whole I find this latter category somewhat lacking in rigour and prone to a glibness of language and analysis that is at best irritating. Shell's book, Bargaining For Advantage is one of the finest exceptions to this trend I have come across in many years and I recommend it to anyone wishing to improve their negotiation skills, or to negotiation trainers like myself, always on the lookout for new insights and serious analyses.
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Most recent customer reviews
1.0 out of 5 stars Still haven't recieved it.
I purchased this book in february and it was supposedly shipped out on feb 28th and now its a month later and I stal haven't recieved it yet. Read more
Published on March 29 2011 by Sam C.
4.0 out of 5 stars A better "Getting to Yes"
This book is an improvement on what "Getting to Yes" tries to achieve. It is much more descriptive of the mechanisms of negotiation, with often three or four stories, as... Read more
Published on Feb. 11 2003 by Denis Benchimol Minev
4.0 out of 5 stars an excellent review of common sense tactics
Sometimes we get all worked up about negogiation. What I like about this book is that the author tries to help the reader figure out his or her style. Read more
Published on July 15 2000 by sfguysf
5.0 out of 5 stars May be the single best business book I've ever read
Who knew that a business "how to" book could also be an enormously enjoyable and enlightening treatise on human relationships? Read more
Published on Jan. 7 2000 by Jeremy Hildreth
5.0 out of 5 stars Excellent
Coherent, lucid and well written. Interesting cases and excellent insight backed up with real research (not just anecdotes). The author (Shell) has done a superb job.
Published on Oct. 26 1999
5.0 out of 5 stars Outstanding. We'll reasoned & practical. Enjoyable to read
This book is terrific. It really help me prepare for a negotiation to acquire technology rights for my software startup from the University I work for. Read more
Published on July 30 1999
5.0 out of 5 stars Superb book; very intelligently written
Richard Shell's book shall be a must reading for all those who are sitting at negotiation tables at any level between and including decision makers and note takers. Read more
Published on July 23 1999 by Tarik Tuten (tuten210@superonline.com
5.0 out of 5 stars Excellent Handling of the subject!
A very pragmatic framework for success in professional life
Published on July 10 1999
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