Books › Bargaining for advantage
Bargaining for advantage
First published 1999 · 304 pages
A systematic and empowering guide that transforms the rough-and-tumble world of negotiation into a navigable, strategic landscape.
What it feels like
Reading this book feels like sitting in on a masterclass at a top-tier business school, guided by an expert who genuinely wants you to succeed. The pace is steady and deliberate, walking you through a systematic approach to persuasion and conflict resolution. It balances the analytical rigor of psychological research with lively, accessible storytelling, keeping the mood focused and highly pragmatic. Rather than feeling dry or purely academic, the text is deeply empowering, encouraging readers to uncover their unique strengths and weaknesses through practical self-assessment. It is an ideal read for professionals, administrators, and business leaders who want to transform their anxiety around high-stakes conversations into a confident, strategic advantage in the rough-and-tumble world of modern business.
- Mood
- focused
- empowering
- pragmatic
- professional
- Tone
- authoritative
- practical
- encouraging
- analytical
- lively
- Pace
- steady
- Themes
- strategic communication · self-awareness in business · navigating conflict · psychological persuasion · professional development
- The writing
- The writing is clear, systematic, and engaging, seamlessly blending academic research with lively storytelling.
- The arc
- The reader moves from feeling uncertain about professional conflict to feeling equipped, self-aware, and strategically prepared.
- Who it's for
- Professionals and business leaders looking to sharpen their persuasion skills and navigate high-stakes conversations with confidence.
About the book
The award-winning guide to business negotiation used by top negotiators and training programs all over the world—completely updated and revisedAs director of the renowned Wharton Executive Negotiation Workshop, Professor G. 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.This updated edition includes:• A brand-new "Negotiation I.Q." test designed by Shell and used by executives at the Wharton workshop that reveals each reader's unique strengths and weaknesses as a negotiator• A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging• A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track
Description from Open Library.
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