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59th out of 100 books
—
12 voters
Bargaining for Advantage: Negotiation Strategies for Reasonable People
As 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 an...more
Paperback, 320 pages
Published
May 2nd 2006
by Penguin Books
(first published 1999)
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Apr 15, 2012
Elizabeth
rated it
4 of 5 stars
Recommends it for:
Work colleagues
Recommended to Elizabeth by:
Course instructor
Question: How often do you find yourself in potential negotiation situations?
Answer: Everyday.
Any time you go into a store in the US, you have a negotiation opportunity and most Americans don't realize it. Why? Because of relationships. More important than a fixed price on that trendy shirt on display is you, as a customer, for that retailer. We live in a consumer driven economy, as I may have mentioned before, and so the retailer may be willing to take a reduction to their revenue (one shirt, r...more
Answer: Everyday.
Any time you go into a store in the US, you have a negotiation opportunity and most Americans don't realize it. Why? Because of relationships. More important than a fixed price on that trendy shirt on display is you, as a customer, for that retailer. We live in a consumer driven economy, as I may have mentioned before, and so the retailer may be willing to take a reduction to their revenue (one shirt, r...more
We all negotiate every day. Where to go to the movies, what to eat for dinner, how much to sell your $50M revenue company for, how much your salary will be at your new job, etc. This is a very useful read, focused on breaking down how you can approach negotiations. Most of the advice you will apply only in the higher-stakes negotiations, but it gives you a good framework for how to approach any negotiation. For example, it tells you how to discern situations when you should make the first offer,...more
This is a very useful book, not only for high-stakes negotiations but for everyday bargaining as well. Negotiation is a mixture of information, leverage, and attitude. When different variations can and should be applied makes a ton of difference in each side leaving happy. Some quick hits in case you don't read this:
Ask tons of questions - making sure the other side gets what is important to them makes it easier for you to obtain what you value.
Change your approach depending on the stakes and th...more
Ask tons of questions - making sure the other side gets what is important to them makes it easier for you to obtain what you value.
Change your approach depending on the stakes and th...more
This review has been hidden because it contains spoilers. To view it,
click here.
This gets my highest compliment: it's practical. The author highlights some good ways to think about negotiating and offers strategies to improve your negotiating style. He really emphasizes that each person has their own style, and trying to negotiate in someone else's style—competitive vs. cooperative, for instance—is not as effective as strengthening your own style. I'm reading this for my Negotiation and Conflict Resolution class, and my professor is emphasizing this book's idea of making a...more
My graduate school instructor who taught negotiation recently recommended this book to me. I found it to be a much better book than Getting to Yes, another classic in the field which seems to be better known. Shell writes extremely well, provides many concrete examples, lays out a detailed and methodical strategy for improving your negotiation skills, and provides a nifty assessment in the appendix to determine your own unique style and preferences. This is a very practical book, of course, but...more
This book nicely fits between being scholarly enough to be of use to those interested in theory and practical enough to be of (immediate) use. The examples given fit well, not being too scattered to be merely a book of anecdotes or just presenting ones which fit the point being made; examples are both presented and analysed. I was most concerned about the chapter of ethics containing what seemed to be legal analysis, but the author has a JD and doesn’t pretend that this is legal advice.
This is a...more
This is a...more
Much of the contents of this book appear obvious when read in a vacuum. It's much more difficult to identify and use these lessons when you need them, but I imagine that's when I will actually find value in the book. Thanks to lots of dog-ears and some notes in the margin, the book is distilled to about 30 useful pages.
This is a very pragmatic, step by step negotiating book. I loved how it broke everything down from the types of negotiation styles to the steps in every negotiation. There is a handy worksheet that helps you prepare for a tough conversation. Very useful if you are the type that likes to be overprepaired.
I loved this book. I ended the book with a much better awareness of my own actions during negotiations, as well as of other personality types. It's less of a how-to book, and more a an overview of the fundamental elements of negotiation. Highly recommended.
This was an assigned read for my negotiations class, but I actually quite enjoyed it. Some people have a negative idea about negotiations, and this book helps to spell out in clear terms how one can find and maintain a successful negotiating strategy.
I had to read this for an introductory negotiations class. It's an extremely helpful read. The concepts help clarify how the type of negotiation and one's own tendencies within negotiations can shape outcomes.
This was my foray into negotiation. My perspective about how people get things they want and how they can look out for other people has changed dramatically because of this book. I see bargaining everywhere now. My attitude has changed from one of passive selfishness to active collaboration and goal attaining. I've recommended this book already to most of my friends and may continue to for weeks to come.
Decent book. Learned quite a bit about personal bargaining styles and psychological phenomena. Neat little fact from the book: If you are able to survive the first 15 minutes of a hostage situation, statistically you're probably going to get out of it OK.
Lots of helpful tips and examples to help you bargain successfully to get achieve a win-win situation
Used it quite a lot during my army service. Useful book on getting an advantage and leverages.
This is a good book with excellent examples but I still like getting to yes better.
Apr 26, 2009
Andy Alexander
rated it
3 of 5 stars
Recommends it for:
law students
Recommended to Andy by:
law students
Shelves:
borrowed-from-joanna
anecdotes and codifications, organization and synthesis of volumes of experience and common sense information. totally worth the price of admission so far.
Not as good as "Getting to Yes", but still a worthwhile tool for negotiating.
I definitely had to read this one for work. It was helpful though . . .
Jun 23, 2011
Girish
marked it as to-read
This review has been hidden because it contains spoilers. To view it,
click here.
This book really deserves a 3.5. I had to force myself to read this for class, and it wasn't so bad. I particularly liked the stories conveyed about different successful and unsuccessful negotiations. This book was much better than Getting to Yes which I found entirely annoying and idealistic.
Jun 11, 2007
Zhenwei Chan
rated it
4 of 5 stars
Recommends it for:
anyone interested in gaining an upper hand during negotiation
After reading this book, i personally tested out some of the concepts and wala, i did get a better deal! It worked even with family members, which i traditionally avoided confrontation with. The most important chapter concerns "leverage", while the latter chapters on strategy and plans seemed impractical. I just feel that you have to be adaptive in negotiation, rather than cling on to some pre-conceived plan. There's always too much to plan for...
Finally I finished!!
I'm not a negotiator, so this might not be the right book for me, but I wanted to know about negotiating and how can I improve my daily life with it.
At the beginning I was interested, then I got really bored and put the book aside. After returning to the book soon I encountered the last two chapters which were the most useful and interesting for me. If you read something of this book, read the last 2 chapters.
I'm not a negotiator, so this might not be the right book for me, but I wanted to know about negotiating and how can I improve my daily life with it.
At the beginning I was interested, then I got really bored and put the book aside. After returning to the book soon I encountered the last two chapters which were the most useful and interesting for me. If you read something of this book, read the last 2 chapters.
This was an interesting read thanks to the examples provided in the book of various types of negotiations. I found it much more difficult to follow than "Getting to Yes" in terms of putting the proposed approaches and methodologies into practice. It would have enhanced the book to provide something more concrete in terms of tools/templates that can be used to execute/use the proposed methodologies.
Foundations:
Your Bargaining Style
Your Goals and Expectations
Authoritative Standards and Norms
Relationships
The Other Party's Interests
Leverage
Process
1. Preparing your strategy
2. Exchanging information
3. Opening and making concessions
4. Closing and gaining commitment
Really like the planning sheet - appendix B.
V
Your Bargaining Style
Your Goals and Expectations
Authoritative Standards and Norms
Relationships
The Other Party's Interests
Leverage
Process
1. Preparing your strategy
2. Exchanging information
3. Opening and making concessions
4. Closing and gaining commitment
Really like the planning sheet - appendix B.
V
Lays out a detailed model and methodology, with practical application, of an approach to negotiation in all walks of life. In many respects it overlaps with "Getting to Yes," but differs in many respects also...a great companion book, and it is another required book in my negotiations class.
All in all a good book, got some good ideas from it. But I just got SO tired from reading such a long piece of non-fiction...
Good to read for anybody interested in making most of their money they have earned. If you are interested in negotiations improving your negotiation skills this is a great read; skip if you are indifferent to the price you pay.
As a combination of art and science, negotiation is one of the most daily activities which every one engages with.So, this book is a wonderful and unique writing,that will improve your skills and strategy of negotiation.
| topics | posts | views | last activity | |
|---|---|---|---|---|
| top negotiation strategies | 1 | 7 | Jul 12, 2008 03:23am |
Elizabeth,...more
Apr 13, 2012 09:06pm
Apr 13, 2012 11:02pm