Bargaining For Advantage: Amazon.ca: G Shell: Books

Product Description

Book Description

Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, this book is a guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. The text is driven by stories about everything from hostage taking and high stakes business deals to everyday encounters. It offers a step-by-step approach that draws on the reader's own communication style to make a skillful negotiator. --This text refers to an out of print or unavailable edition of this title.

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. --This text refers to an out of print or unavailable edition of this title.

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Customer Reviews

15 Reviews

5 star:		(11)
4 star:		(3)
3 star:		(0)
2 star:		(0)
1 star:		(1)

Average Customer Review

4.5 out of 5 stars (15 customer reviews)

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Most helpful customer reviews

1.0 out of 5 stars Still haven't recieved it., Mar 29 2011

By

Sam C. - See all my reviews

This review is from: Bargaining For Advantage (Mass Market Paperback)

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. I was forced to purchase the book at a book store two weeks ago as I needed it fro school. Horrible seller, will not recommend to other.

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5.0 out of 5 stars Great for beginners, July 7 2003

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PAOLO CHINETTI (VARESE, VA Italy) - See all my reviews

This review is from: Bargaining For Advantage (Mass Market Paperback)

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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4.0 out of 5 stars A better "Getting to Yes", Feb 12 2003

By

Denis Benchimol Minev "Amazonia" (Manaus, Amazonas, Brazil) - See all my reviews

This review is from: Bargaining For Advantage (Mass Market Paperback)

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 opposed to one for each topic in "Getting to Yes". It breaks down negotiation into four parts (Preparation, Information Exchange, Bargain, and Settlement), and goes into each in depth, with many stories (the most I have seen in a negotiation book, which I appreciate). Also tackles the negotiation process from the standpoint of people who are very competitive and from the standpoint fo people that are non-confrontational, which I found useful as well.

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Most recent customer reviews

5.0 out of 5 stars A welcome change!
I've recently completed a Masters degree with a dissertation comparing authentic to simulated sales negotiations from a linguistic point of view. Read more

Published on Oct 3 2000 by Hosehead

4.0 out of 5 stars Superb book, overall.
Richard's experience in conducting various workshops shows on how he presents himself in this wonderful book. Well written and easy to read. Read more

Published on Aug 30 2000 by Anil G.Nalkur