Bargaining for Advantage : Negotiation Strategies for Reasonable People

by Shell, G. Richard (Author)

• ISBN13: 9780143036975
• ISBN10: 0143036971
• Edition: 2nd
• Format: Paperback
• Copyright: 2006-05-02
• Publisher: Penguin (Non-Classics)

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