Ebook Free Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition, by G. Richard Shell

Ebook Free Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition, by G. Richard Shell

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Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition, by G. Richard Shell

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Review

"A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion“Bargaining for Advantage [is] outstanding.”—Timothy Ferriss, author of The 4-Hour Workweek“Readers interested in developing or refining their negotiation skills should run, not walk, to the nearest bookstore for a copy of Bargaining for Advantage. . . . It belongs on any list of required reading for practitioners or educators in the field of negotiation and is also highly recommended to the general public.”—Alternative Dispute Resolution Report"Engaging . . . Replete with intriguging real world anecdotes. Shell offers sage and practice advice to almost any negotiator."—Howard Raiffe, author of The Art and Science of Negotiation“A new book that could really shift your sensibilities about the art of negotiation—taking out the mystery and replacing it with a success ‘toolbox.’ . . . A volume that gives direct and practical fundamentals to becoming an effective bargainer in any situation.”—Business Digest“Wise, persuasive, and entirely readable, Bargaining for Advantage provides practical step-by-step advice for negotiators who want to bargain effectively without compromising themselves or their values.”—Michael Wheeler, Harvard Business School, coeditor of The Negotiation Journal“Richard Shell is known to be a star teacher of negotiation. His expertise comes through in this book . . . a wonderful integration of practical advice that will be useful to all readers.” —Max H. Bazerman, Jesse Isidor Straus Professor of Business Administration, Harvard Business School“Bargaining for Advantage turns negotiation into an easy-to-understand process that any founder can effectively apply to a startup’s negotiation.”—George Lovegrove, Medium “No matter what you do for a living, good negotiation skills help you reach your goals quickly. Bargaining for Advantage will help you identify your negotiating style, strengths and weaknesses, identify your bargaining goals, and teach you useful tactics for getting the most out of your negotiations.”—Josh Kaufman, The Personal MBA list of “99 Best Business Books” “Shell’s book is excellent . . . a fine crop of new ideas, all presented in an enjoyable style. It provides [negotiators] with a system for categorizing and digesting the bewildering mass of information that comes at her in the course of a complex negotiation.”—John Richardson, Harvard Negotiation Law Review

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From the Back Cover

Gain the confidence you need to negotiate effectively in every part of your life.As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, 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 internationally acclaimed book- now in its third edition and available on more than ten languages. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest negotiation research. This updated edition includes : -- An easy-to-take "Negotiation IQ" test that reveals your unique strengths as a negotiator -- Entertaining examples of best practices from the world's top dealmakers -- Reliable moves to use when you are short on bargaining power -- Insights on how to succeed when you negotiate online --Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track "Outstanding...[ one of] the only negotiation books you'll ever need." -Timothy Ferriss, New York Times bestselling author of The 4-Hour Workweek "Richard Shell is known to be a star teacher of negotiation. His expertise comes through in his book...a wonderful integration of practical advice that will be useful to all readers." -Max H. Bazerman, Professor at Harvard Business School and coauthor of Negotiation Genius WINNER OF THE CPR INSTITUTE FOR DISPUTE RESOLUTION'S BOOK AWARD FOR EXCELLENCE

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Product details

Paperback: 304 pages

Publisher: Penguin Books; 2 edition (May 2, 2006)

Language: English

ISBN-10: 9780143036975

ISBN-13: 978-0143036975

ASIN: 0143036971

Product Dimensions:

5.5 x 0.6 x 8.4 inches

Shipping Weight: 10.4 ounces (View shipping rates and policies)

Average Customer Review:

4.5 out of 5 stars

160 customer reviews

Amazon Best Sellers Rank:

#9,891 in Books (See Top 100 in Books)

I actually found this to be a pretty interesting read, which I think is saying something about a negotiation book.I picked this up to help with my career in general - I didn't have any upcoming negotiations I was worried about, but I do have to negotiate on behalf of myself and my employer fairly frequently, and it's an area I've looked to improve at. I wasn't expecting to really learn that much about it from a book, but Shell lays things out in a simple and easy-to-follow way that makes sense and is easy to remember. There are plenty of tips, not just about how to negotiate but how to develop your own negotiation style. And while he clearly favors some styles over others, he's upfront about this and still manages to give advice for those who choose to go a different route.I haven't had a chance to put my new knowledge to the test yet, but at the very least I feel confident that the next negotiation I step into, I'll know how to prepare and what to look for. And if I don't feel confident at the time, this book includes an appendix to help you organize negotiation prep ahead of time as well.

As a small business owner I often find myself in the previously uncomfortable position of having to negotiate for my business advantage. Before reading this book, my own negotiation "rules" could be summed up with the following beliefs: "If I am reasonable in my requests, I should not have to negotiate, only approve or disapprove deals" and "I will ask for what I want and need, and they can take it or leave it" and the typical belief "everyone is out to screw you over, be careful". This book took the mystery and bravado out of the negotiation process, arming me with "rules" that actually civilized the process for me, I feel confident that can handle typical negotiation situations in the future with a level of success that I have never achieved in the past. I cringe at the lost opportunities, missed because of my own missteps from the very begining of the process using my old negotiation belief system. This book is not simply common sense, it is a door opener.

This is an excellent book on negotiation. These are some things I liked about the book:1) It makes for an entertaining read. Shell uses interesting stories and examples to illustrate his points, so the book never feels too theoretical or academic.2) It is comprehensive and great for beginners. Part I covers the six foundations of effective negotiation, while Part II goes through each step of the negotiation process in detail. There is even a lengthy chapter on ethics.3) It provides negotiation advice that is tailored to both the negotiation context (e.g. where your relationship with the other party is important vs where it is not) and the individual negotiator's natural inclinations (there is a test included in the book to help you determine what type of negotiator you are). The latter is particular helpful because most books on negotiation simply teach a particular negotiating style, without considering that a person's personality might prevent him from effectively adopting a particular style.4) It is well-written and systematically organised. While each chapter is quite long, they are broken down into bite-size chunks through liberal use of headings. This makes it easy to read the book over many brief sittings (as I did). There are also point-form summaries at the end of each section and/or useful diagrams that recap what has been taught.5) It is intelligent and substantial. Shell brings in insights from psychology (he draws heavily on Cialdini's work) and his job as a negotiation teacher at Wharton Business School, so I never felt like I was reading fluff. And even where Shell's points are not original, he manages to "value-add" by presenting them in a framework that makes them easier to understand and implement.All in all, I would highly recommend this book to anyone interested in negotiation.

What is common among Donald Trump, Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, your boss, your customer and your daughter?They will all bargain with you for things they need and more importantly, for things you need from them.Rchard Shell's practical, easy to understand book lays the intriguing art of negotation bare. Unlike other "coaches", Shell invokes real examples of multi billion dollar deals to get his point across and this is what sets this book apart. You will not see just what needs to be done but also how to do it. Shell serves you the bargaining do's and don'ts hot from the negotiating tables of legendary leaders of our times as well of past. We hear how Benjamin Franklin and Mahatma Gandhi negotiated their way into the system that was unbiased and unjust and managed to use it to their advantage.We see how Sony became a household brand because Morita said no to a deal of a lifetime when he thought he wan't getting a good deal.Shell starts with fundamentals, 6 of them, to help you realize your style of bargaining and best strategy according to your style. He gets into leverage and strategy and then explains 4 principles that will guide you through the actual process of negotiation. He even provides a chart for you to maintain, if you think you are confused or nervous. With the tools available in this book, and a little practice, you can gain self confidence needed for winning on the negotiation table.

The best book on this subject I have read. It will make you a better negotiator for buying a car, insurance, or anything. It will help you get a raise, handle people, talk to your wife or children, or anyone, since everything is either selling yourself in a social marketplace or negotiating for what you want in life. This book will keep you from being a sucker, but it is not going to make you Donald trump. It's just basic negotiation 101, just what most people need.

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