Bargaining for Advantage: Negotiati...
Wishlist
A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotia…
Book Summary
Bargaining for Advantage by G. Richard Shell is a comprehensive guide to negotiation that helps readers develop a personal bargaining style. Drawing on research and real-world examples, it offers a step-by-step approach to preparing, executing, and closing deals. The third edition includes a negotiation IQ test, new tactics for impasses, online negotiation insights, and advice on gender and cultural differences.
This book is not available
Store  |
Condition |
Deals & Coupons | Price |
Est. Shipping |
Total |
Buy |
|---|---|---|---|---|---|---|
| Sorry we could not find any result for “9780143036975” | ||||||
About Bargaining for Advantage: Negotiati...
In this fully revised third edition, Wharton professor G. Richard Shell distills decades of teaching negotiation into a practical framework. The book emphasizes negotiating as who you are, not who you think you need to be. Shell combines engaging stories of famous negotiators like J.P. Morgan and Mahatma Gandhi with cutting-edge research in psychology and neuroscience. Readers learn to assess their negotiation style, prepare effectively, and employ proven strategies. New features include a Negotiation IQ test, a chapter on reliable moves for when you lack power or face an impasse, guidance for online negotiations, and insights on gender and cultural differences. This edition remains a quintessential resource for anyone seeking to master negotiation in business and life.
Who should read Bargaining for Advantage: Negotiati...?
This book is ideal for business professionals, managers, lawyers, and anyone who negotiates regularly—from salary discussions to complex deals. It suits readers new to negotiation as well as experienced negotiators seeking to refine their skills. Educators and students of business will find it valuable, and individuals interested in personal development will benefit from its life-applicable lessons. The updated content on online negotiation and cultural differences makes it relevant for today's global and digital workplace.
Pros & Cons
Pros
- ✓ Provides a systematic, step-by-step approach to negotiation that is easy to follow.
- ✓ Includes a Negotiation IQ test to help readers identify their personal strengths.
- ✓ Features lively stories of world-class negotiators that illustrate key concepts.
- ✓ Offers new chapters on low-power moves and online negotiation, making it up-to-date.
- ✓ Backed by research in negotiation and neuroscience, ensuring credibility.
Cons
- ✗ Some readers may find the academic tone and research references dense.
- ✗ The focus on personal style might not appeal to those seeking quick-fix tactics.
- ✗ Examples are predominantly from business and historical contexts, which may not resonate with all readers.
- ✗ The length and depth could be overwhelming for beginners.
- ✗ Limited coverage of negotiation in non-Western cultures despite the new chapter.
Similar books
Frequently asked questions
Is this book suitable for someone with no negotiation experience?
Yes, the book is designed for readers at all levels. It starts with foundational concepts and includes a Negotiation IQ test to help beginners identify their starting point, then builds up to advanced strategies.
What is new in the third edition?
The third edition includes a new chapter on reliable moves for when you lack bargaining power or face an impasse, insights on online negotiation, updated research on gender and cultural differences, and a Negotiation IQ test.
Does the book focus on business negotiations or personal ones?
It covers both. While many examples are from business, the principles apply to any negotiation, including personal and everyday situations. The author emphasizes negotiation as a life skill.
Is this book based on academic research?
Yes, Shell integrates findings from psychology and neuroscience with practical advice, ensuring the strategies are evidence-based and effective.
How does this book compare to 'Getting to Yes'?
While 'Getting to Yes' focuses on principled negotiation, Shell's book emphasizes developing a personal negotiation style and provides a more step-by-step, individualized approach. Both are highly regarded but offer different perspectives.
At Windsorbooks, we compare prices from trusted sellers so you can buy, rent, or sell textbooks at the best total price — shipping included.
As an Amazon Associate, Windsorbooks.com may earn a small commission on qualifying purchases.