Bargaining for Advantage: Negotiation Strategies for Reasonable PeopleA fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "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 As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track |
Contents
| 3 | |
The Second Foundation | 27 |
The Third Foundation | 41 |
The Fourth Foundation Relationships | 56 |
The Fifth Foundation The Other Partys Interests | 71 |
The Negotiation Process | 101 |
Step 2 Exchanging Information | 117 |
Step 3 Opening and Making Concessions | 131 |
Impasse What to Do When Negotiations Break Down | 159 |
Ethics Bargaining with the Devil without | 173 |
Becoming an Effective Negotiator | 195 |
Bargaining Styles Assessment Tool | 203 |
The Law of Fraud in Negotiations | 217 |
Systematic PreparationYour | 227 |
| 259 | |
| 265 | |
Other editions - View all
Bargaining for Advantage: Negotiation Strategies for Reasonable People G. Richard Shell Limited preview - 2006 |
Bargaining for Advantage: Negotiation Strategies for Reasonable People G. Richard Shell Limited preview - 2006 |
Bargaining for Advantage: Negotiation Strategies for Reasonable People G. Richard Shell No preview available - 2006 |
Common terms and phrases
accommodating achieve agent agreement Akio Morita Andrew Carnegie avoid Bargaining for Advantage Bargaining Styles bargaining table BATNA Behavior and Human Betamax Bob Woolf bottom line Bulova buyer called Carnegie chapter close commitment communication competitive compromise concession confirmation bias conflict cooperative cop/bad cop counterpart culture deal discuss dollars e-mail Effective Negotiation ethical example expectations fair feel firm gain Gandhi gender goals guanxi haggling Hanafi Muslims hostages Howard Raiffa Idealist impasse important information exchange issues J. P. Morgan Journal of Personality Khaalis lawyers Leigh Thompson leverage look Morgan Morita move norm of reciprocity offer party Party's Interests percent Personality and Social Persuasion Poker School position principle problem professional questions relationship Robert Cialdini Sam Walton selling Sheinberg side side's Sifford situation skilled negotiators Social Psychology standards and norms step strategy tactics tion transaction trust ultimatum game York