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Negotiation Strategies for Reasonable People

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. Contending that simply "win-win," "win-lose," and "one-size-fits-all" strategies do not work in negotiations, Shell Wharton School of Business distills knowledge from the academic and popular literature to develop a way to improve communication and cognitive skills needed in personal negotiations.

Bargaining For Advantage: Negotiation Strategies For Reasonable People

His approach, Information-Based Bargaining, focuses on planning negotiations, listening to others, and attending to signals sent by others. Six "foundations" of effective negotiation are presented: personal bargaining style, goals and expectations, authoritative standards and norms, relationships, the other party's interests, and leverage. Noteworthy is the author's emphasis on the relational nature of negotiation. Also, his discussion of the critical nature of leverage in negotiation, the explication of positive, negative, and normative leverage, and the differentiation of leverage and power are heuristic.

Negotiators are guided through a four-stage process: creation of the bargaining plan, preliminary exchanges of information, explicit bargaining, and closing and commitment. Recognizing that ethical questions suffuse negotiations, Shell explains the schools of bargaining ethics and suggests ways of coping with unethical tactics. General readers will profit from reading this book; practitioners will benefit by its step-by-step explanations of a complex process; and students and researchers will find it conceptually provocative.

Allen; University of New Haven. Back Cover Copy. Getting a little better at negotiation can make a big difference in your life. Let a leading teacher at the world-renowned Wharton School of Business make you a lot better. His systematic, step-by-step approach comes to life in this book, which combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.


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Shell's unique approach, which starts with a candid self-assessment of your personal strengths and weaknesses, helps everyone from the inexperienced, anxious negotiator to the seasoned veteran. You will learn to: -- Succeed even when you think you are short on bargaining power -- Counter hardball tactics and tricks without compromising your ethics -- Build trust in working relationships -- Improve your leverage at each stage of the process -- Decide when to compromiseLaced with entertaining stories about some of the best negotiators of all time -- including Benjamin Franklin, J.

Bargaining for Advantage : Negotiation Strategies for Reasonable People (2nd) [Paperback]

Morgan, Sony's Akio Morita, and Donald Trump -- this remarkable how-to guide gives you the tools you need to become a skillful negotiator in every aspect of your life. The award-winning guide to business negotiation used by top negotiators and training programs all over the worldcompletely updated and revised As director of the renowned Wharton Executive Negotiation Workshop, Professor G.

This updated edition includes: A brand-new Negotiation I. 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. This information is provided by a service that aggregates data from review sources and other sources that are often consulted by libraries, and readers.

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ISBN 13: 9780670881338

Add to Registry. Focusing on six psychological leverage points, the director of the Wharton Executive Negotiation Workshop outlines a bargaining strategy for business and consumers that is based on the latest research. About This Item We aim to show you accurate product information. Manufacturers, suppliers and others provide what you see here, and we have not verified it. See our disclaimer. Specifications Publisher Penguin Publishing Group. Customer Reviews. Average rating: 4. See all reviews.

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