Content area
Full Text
Bargaining for Advantage: Negotiation Strategies for Reasonable People
By G. Richard Shell Penguin, 2001, 288 pages
This book offers insight into how to improve negotiating skills. The author, Director of the Wharton Executive Negotiation Workshop, insists that no two negotiators and no two bargaining situations are exactly the same. Therefore, there is no one strategy that will consistently improve the results of an individual's business deals. Rather, each negotiator must use a unique set of personal negotiation tools to improve bargaining results. However, first the negotiator must identify his or her strengths and weaknesses, plan, and practice.
The book is divided into two parts. The first part discusses Shell's six foundations of effective negotiation: bargaining style; goals and expectations; authoritative standards and norms; relationships: other party's interests; and leverage. The second part concerns the actual negotiation process: preparing your strategy; exchanging information; opening and making concessions; and closing and gaining commitment. Shell concludes by discussing ethics in negotiation. Throughout the book, Shell uses a variety of...