Bargaining for Advantage : Negotiation Strategies for Reasonable People (Paperback)--by G. Richard Shell [2006 Edition] ISBN: 9780143036975

by G. Richard Shell

The tools you need to negotiate effectively in every part of your life. "Essential reading for executives who negotiate themselves or manage those who do. Bargaining for Advantage provides a powerful framework for understanding negotiation situations...Perhaps best of all, Shell's book is fun to read." - Efrem Zimbalist, III, CFO, Times Mirror Company

Paperback

Published January 1, 2006

About the author

G. Richard Shell is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School of Business. His latest book, The Conscience Code: Lead with Your Values. Advance Your Career, is the essential guide to creating and maintaining ethical, speak-up cultures at work. His Springboard: Launching Your Personal Search for Success (Penguin/Portfolio 2013), was named Business Book of Year for 2013 by the largest business bookseller in the United States. Shell is the Director of Wharton’s Executive Negotiation Workshop and its Strategic Persuasion Workshop and has taught everyone from Navy SEALs, UN diplomats, and Fortune 500 CEOs to FBI hostage negotiators, emergency room nurses, and front-line public school teachers. His earlier works include the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People (2nd Edition, Penguin 2006)and (with co-author Mario Moussa) The Art of Woo: Using Strategic Persuasion to Sell Your Ideas (Portfolio/Penguin 2007). His books have sold over 500,000 copies and are available in over seventeen languages.

Reviews

[Katelyn Gac · Rating 3 out of 5]

Super interesting topic—a great read for anyone. Great advice about how to handle all kinds of negotiations and advocate for yourself. Seriously so much advice I never would have thought of. Only downside is the long-winded examples! Examples are helpful but this book could have been half the length.