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Bargaining for Advantage : Negotiation Strategies for Reasonable People

by
Edition:
2nd
ISBN13:

9780143036975

ISBN10:
0143036971
Format:
Paperback
Pub. Date:
5/2/2006
Publisher(s):
Penguin (Non-Classics)
List Price: $17.00

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Summary

The award-winning guide to business negotiation used by top negotiators and training programs all over the world—completely updated and revised As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step- by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. This updated edition includes: • A brand-new Negotiation I.Q.” test designed by Shell and used by executives at the Wharton workshop that reveals each reader’s unique strengths and weaknesses as a negotiator • A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging • A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track

Author Biography

G. Richard Shell teaches negotiation at the Wharton School of Business at the University of Pennsylvania, where he is professor of legal studies, business ethics, and management and academic director of the Wharton Executive Negotiation Workshop.

Table of Contents

PREFACE TO THE SECOND EDITION IX
ACKNOWLEDGMENTS XI
INTRODUCTION: It's Your Move XV
PART I: The Six Foundations of Effective Negotiation 1(114)
CHAPTER 1: The First Foundation: Your Bargaining Style
3(23)
CHAPTER 2: The Second Foundation: Your Goals and Expectations
26(14)
CHAPTER 3: The Third Foundation: Authoritative Standards and Norms
40(18)
CHAPTER 4: The Fourth Foundation: Relationships
58(18)
CHAPTER 5: The Fifth Foundation: The Other Party's Interests
76(13)
CHAPTER 6: The Sixth Foundation: Leverage
89(26)
PART II: The Negotiation Process 115(122)
CHAPTER 7: Step 1: Preparing Your Strategy
117(21)
CHAPTER 8: Step 2: Exchanging Information
138(18)
CHAPTER 9: Step 3: Opening and Making Concessions
156(19)
CHAPTER 10: Step 4: Closing and Gaining Commitment
175(21)
CHAPTER 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation
196(33)
CHAPTER 12: Conclusion: On Becoming an Effective Negotiator
229(8)
APPENDIX A: Bargaining Styles Assessment Tool 237(14)
APPENDIX B: Information-Based Bargaining Plan 251(2)
NOTES 253(26)
SELECTED BIBLIOGRAPHY 279(6)
INDEX 285


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