Bargaining for Advantage : Negotiation Strategies for Reasonable People

by Shell, G. Richard (Author)

• ISBN13: 9780140281910
• ISBN10: 0140281916
• Edition: Revised
• Format: Paperback
• Copyright: 2000-06-01
• Publisher: Penguin Group USA

Summary

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 word-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.

Author Biography

G. Richard Shell, a Professor of Legal Studies and Management at the Wharton School of the University of Pennsylvania, is also the founder and Academic Director of the Wharton Executive Negotiation Workshop. He has consulted with companies such as First Union, Merck, Prudential Insurance, and Times Mirror. HE has written articles on negotiation and dispute resolution for The Wall Street Journal, The New York Times, Management Science, and many other publications. He lives with his wife and two sons in Philadelphia, Pennsylvania.

Table of Contents

Acknowledgments	vii
Introduction: It's Your Move	xi
PART I: The Six Foundations of Effective Negotiation	1	(114)
The First Foundation: Your Bargaining Style	3	(19)
The Second Foundation: Your Goals and Expectations	22	(17)
The Third Foundation: Authoritative Standards and Norms	39	(19)
The Fourth Foundation: Relationships	58	(18)
The Fifth Foundation: The Other Party's Interests	76	(13)
The Sixth Foundation: Leverage	89	(26)
PART II: The Negotiation Process	115	(128)
Preparing Your Strategy	117	(15)
Exchanging Information	132	(24)
Opening and Making Concessions	156	(21)
Closing and Gaining Commitment	177	(24)
Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation	201	(34)
Conclusion: On Becoming an Effective Negotiator	235	(8)
Appendix A: A Note on Your Personal Negotiation Style	243	(4)
Appendix B: Information-Based Bargaining Plan	247	(2)
Notes	249	(26)
Selected Bibliography	275	(3)
Index	278