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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
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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 |
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