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Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition |  | Author: G. Richard Shell
Publisher: Penguin (Non-Classics)
Category: Book
List Price: $16.00
Buy New: $9.08
as of 9/6/2010 21:17 CDT details
You Save: $6.92 (43%)
New (51) Used (44) from $9.08
Seller: pbshop
Rating:  21 reviews
Sales Rank: 1,420
Media: Paperback
Edition: 2
Pages: 320
Number Of Items: 1
Shipping Weight (lbs): 0.5
Dimensions (in): 8.3 x 5.4 x 0.8
ISBN: 0143036971
Dewey Decimal Number: 302.3
EAN: 9780143036975
ASIN: 0143036971
Publication Date: May 2, 2006
Availability: Usually ships in 1-2 business days
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Product Description
Teaches great negotiating strategies. Super helpful!!!
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| Customer Reviews:
Showing reviews 1-5 of 21
Second Best of Both Worlds November 9, 2007
David M. Landis
90 out of 91 found this review helpful
There are two basic styles or strategies in negotiation literature: advantage seeking and joint gain finding. The best work on joint gain is the seminal work by Roger Fisher, Getting to Yes. The best work on advantage seeking is the work of Chester Karrass who extols high aspiration and concession management. The great thing about this book is that it is simultaneously the second best book in two very different paradigms. This is the best work on the topic of the information parties exchange as part of the negotiation process. That is why this is such an insightful work and worth every penny spent to buy it and hour it takes to read it Five stars and there are only four books in this entire niche subject that deserve that rating. Since I teach this stuff I read or at least skim scores of negotiation books. Many are thoroughly second rate. Reading a really good book on a subject you care about makes you want to write a review for Amazon. See.
I Highly Recommend This Book October 10, 2006
Meir Ben David (Massachusetts, USA)
46 out of 49 found this review helpful
This book gives some very important understanding of negotiation to people who are not professional negotiators and do not know all the ins and outs of the current research in the field.
1. It talks about the differences in the negotiation style and how those differences affect the negotiation process.
2. It talks about what and how to set your goals in a negotiation.
3. It talks about whats and hows of using the various standards in making your case during the negotiation.
4. It discusses leverage and how it changes over time during the negotiation.
5. It discusses relationships that may or may not exist among the people in negotiation and how that affects negotiations.
6. It discusses different strategies from opening to closing the deal
7. It talks about creativity that can go into the deal that would make the pie bigger (as opposed to just dividing the pie).
8. It discusses ethics at length at the end of the book.
This book even has a template for preparation for negotiation that you can use as a way of thinking and doing research before you begin your negotiation. Each chapter also has a summary that is useful as a list of criteria for formulating your negotiation strategy.
I think that at the price I paid for the book, it was definitelly a bargain. If you are looking into becoming a better negotiator, this book is for you.
Best in Category February 9, 2007
Robert A. Hall (Madison. WI)
31 out of 34 found this review helpful
This is one of those books I wish I'd read years ago. It was recommended to my colleagues and I during a negotiating workshop I scheduled for the managers at the professional association I manage. "Bargaining for Advantage" is clear, informative and entertaining--what more could you want? After 24 years as an Association Executive and ten as a state senator, I think of myself as an experienced negotiator. And I learned a ton from this book. It will be valuable for everyone, as we are all frequently called upon to negotiate. But for people managing a business, non-profit, agency or even a military organization, it's a pearl. Best business book I've read this year.
Robert A. Hall, CAE
Author of "The Good Bits."
The Science of Negotiating December 3, 2007
Randy
6 out of 6 found this review helpful
As a long time mediator I've read many books on the subject of negotiating. I found Bargaining for Advantage so informative I bought copies for my grown children. Shell brings science into the "art" of negotiating and makes sense of an often mysterious subject. My two daughters especially enjoyed the discussion of women and wages and why women may earn less than men - because they don't ask for more! If there are two or more people in a room, then there likely is negotiating taking place, at one level or another. Do yourself a favor and get this book.
A MUST if you do any negotiating -- who doesn't? February 12, 2007
John Bonnett (Chicago, IL)
9 out of 11 found this review helpful
To many of us the term 'Negotiation' is an abstract word. Prof. Shell converts it to a concrete term with all the steps involved to accomplish the results one desires. Reading the book will give you the information you need -- practicing the steps will give you the skills needed to get what you deserve at the bargaining table. Remember, "We don't get out of life what we deserve, rather what we negotiate."
Showing reviews 1-5 of 21
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