Bargaining For Advantage Paperback – Jun 8 2000
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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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Top Customer Reviews
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".
Again, the real-life scenarios provided by Shell are really what make this book the must-read on the subject.
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.Read more ›
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.
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.
Most recent customer reviews
Very technically written, and not as easy to understand as other Influencing and Negotiating guides on the market for business.Published on Jan. 23 2013 by Melanda
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 morePublished on March 29 2011 by Sam C.
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 morePublished on Feb. 11 2003 by Denis Benchimol Minev
I've recently completed a Masters degree with a dissertation comparing authentic to simulated sales negotiations from a linguistic point of view. Read morePublished on Oct. 3 2000 by Hosehead
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 morePublished on July 15 2000 by Amazon Customer
Who knew that a business "how to" book could also be an enormously enjoyable and enlightening treatise on human relationships? Read morePublished on Jan. 7 2000 by Jeremy Hildreth
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
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