Bargaining for Advantage: Negotiation Strategies for Reasonable People
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...
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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
AcknowledgmentsIntroduction: It's Your MovePt. IThe Six Foundations of Effective Negotiation1Ch. 1The First Foundation: Your Bargaining Style3Ch. 2The Second Foundation: Your Goals and Expectations22Ch. 3The Third Foundation: Authoritative Standards and Norms39Ch. 4The Fourth Foundation: Relationships58Ch. 5The Fifth Foundation: The Other Party's Interests76Ch. 6The Sixth Foundation: Leverage89Pt. IIThe Negotiation Process115Ch. 7Step 1: Preparing Your Strategy117Ch. 8Step 2: Exchanging Information132Ch. 9Step 3: Opening and Making Concessions156Ch. 10Step 4: Closing and Gaining Commitment177Ch. 11Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation201Ch. 12Conclusion: On Becoming an Effective Negotiator235Appendix AA Note on Your Personal Negotiation Style243Appendix BInformation-Based Bargaining Plan247Notes249Selected Bibliography275Index278
