Other versions by this Author
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.
Bargaining for Advantage : Negotiation Strategies for Reasonable People
by Shell, G. Richard (Author)Edition: Revised
Format: Paperback
Pub. Date: 2000-06-01
Publisher(s): Penguin Group USA
-
This Item Qualifies for Free Shipping!*
*Excludes marketplace orders.
List Price: $15.75
Rent Book
Select for Price
New Book
We're Sorry
Sold Out
Used Book
We're Sorry
Sold Out
eBook
We're Sorry
Not Available
How Marketplace Works:
- This item is offered by an independent seller and not shipped from our warehouse
- Item details like edition and cover design may differ from our description; see seller's comments before ordering.
- Sellers much confirm and ship within two business days; otherwise, the order will be cancelled and refunded.
- Marketplace purchases cannot be returned to eCampus.com. Contact the seller directly for inquiries; if no response within two days, contact customer service.
- Additional shipping costs apply to Marketplace purchases. Review shipping costs at checkout.
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.
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) | |||
|
3 | (19) | |||
|
22 | (17) | |||
|
39 | (19) | |||
|
58 | (18) | |||
|
76 | (13) | |||
|
89 | (26) | |||
| PART II: The Negotiation Process | 115 | (128) | |||
|
117 | (15) | |||
|
132 | (24) | |||
|
156 | (21) | |||
|
177 | (24) | |||
|
201 | (34) | |||
|
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 |
An electronic version of this book is available through VitalSource.
This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.
By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.
Digital License
You are licensing a digital product for a set duration. Durations are set forth in the product description, with "Lifetime" typically meaning five (5) years of online access and permanent download to a supported device. All licenses are non-transferable.
More details can be found here.
A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.
Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.
Please view the compatibility matrix prior to purchase.