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  • Bargaining for Advantage: Negotiation Strategies for Reasonable People

    Bargaining for Advantage by Shell, G. Richard;

    Negotiation Strategies for Reasonable People

      • GET 8% OFF

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      • Publisher's listprice USD 19.00
      • The price is estimated because at the time of ordering we do not know what conversion rates will apply to HUF / product currency when the book arrives. In case HUF is weaker, the price increases slightly, in case HUF is stronger, the price goes lower slightly.

        6 683 Ft (6 365 Ft + 5% VAT)
      • Discount 8% (cc. 535 Ft off)
      • Discounted price 6 149 Ft (5 856 Ft + 5% VAT)

    6 683 Ft

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    Availability

    Estimated delivery time: In stock at the publisher, but not at Prospero's office. Delivery time approx. 3-5 weeks.
    Not in stock at Prospero.

    Why don't you give exact delivery time?

    Delivery time is estimated on our previous experiences. We give estimations only, because we order from outside Hungary, and the delivery time mainly depends on how quickly the publisher supplies the book. Faster or slower deliveries both happen, but we do our best to supply as quickly as possible.

    Product details:

    • Edition number 2
    • Publisher Penguin Publishing Group
    • Date of Publication 2 May 2006

    • ISBN 9780143036975
    • Binding Paperback
    • No. of pages304 pages
    • Size 213x137x20 mm
    • Weight 272 g
    • Language English
    • Illustrations b/w illustrations throughout
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    Short description:

    An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success. Reprint. 15,000 first printing.

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    Long description:

    BRAND NEW FOR 2019: 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 negotiation. This newly updated classic just got even better." Robert Cialdini, bestselling author of Influence and Pre-Suasion

    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. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes:

    This updated edition includes:
    · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator
    · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse
    · 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



    "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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    Table of Contents:

    Bargaining for AdvantagePreface to the Second Edition
    Acknowledgments
    Introduction:
    It's Your Move
    PART I: The Six Foundations of Effective Negotiation
    Chapter 1:
    The First Foundation: Your Bargaining Style
    Chapter 2: The Second Foundation: Your Goals and Expectations
    Chapter 3: The Third Foundation: Authoritative Standards and Norms
    Chapter 4: The Fourth Foundation: Relationships
    Chapter 5: The Fifth Foundation: The Other Party's Interests
    Chapter 6: The Sixth Foundation: Leverage
    PART II: The Negotiation Process
    Chapter 7: Step 1: Preparing Your Strategy
    Chapter 8: Step 2: Exchanging Information
    Chapter 9: Step 3: Opening and Making Concessions
    Chapter 10: Step 4: Closing and Gaining Commitment
    Chapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation
    Chapter 12: Conclusion: On Becoming an Effective Negotiatior
    Appendix A: Bargaining Styles Assessment Tool
    Appendix B: Information
    -Based Bargaining Plan
    Notes
    Selected Bibliography
    Index

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