Bargaining for Advantage: Negotiation Strategies for Reasonable People

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This updated edition includes: A brand-new "Negotiation I. Paperback , Second Edition , pages. Published May 2nd by Penguin Books first published To see what your friends thought of this book, please sign up. To ask other readers questions about Bargaining for Advantage , please sign up. Be the first to ask a question about Bargaining for Advantage. Lists with This Book.

Negotiation Strategies for Reasonable People

Jan 12, Sharon rated it it was amazing Recommends it for: This book made me wonder why I've wasted so much time reading article-length advice on negotiation. Lots of the truisms out there don't apply to every situation, and articles don't usually equip you with enough fundamental understanding to know when to make exceptions and why. Not only does this book explain the concepts so that you can see exceptions for yourself, it also tailors the advice to different personality dispositions.

The most valuable part of this book for me was the quadrant of high This book made me wonder why I've wasted so much time reading article-length advice on negotiation. The most valuable part of this book for me was the quadrant of high- and low-stakes negotiations where relationships do and don't matter -- which, yes, is a little cliched in a business-y way.

But the chapter on ethics reassured me that I was reading the right book. The author explains ethics as a personal framework for articulating limits, and discloses that he falls firmly in the camp of idealism as opposed to the "poker" end of the spectrum , but acknowledges that there are different legitimate conclusions that a reasonable person can draw and describes strategies that work well for both idealists and pragmatists.

This mission statement by the author sums up why I'm glad I read this book: They are anxious about it. The interpersonal conflicts, the possibility of 'leaving money on the table,' the chance they could be 'taken,' and even the thought that they have done 'too well' are all unsettling. Knowledge about the negotiation process and bargaining strategy helps reduce this anxiety and puts you on the road to improved negotiation results. I don't think that he does a very good job of addressing this, but I think the rest of the book is solid enough that I'm willing to look to other books for more socially conscious guidance on those topics.

Dec 29, Courtney rated it it was amazing Shelves: This is the best negotation book I've read - it really focuses on maximizing your position in a negotiation while maintaining relationships. May 03, Victoria Zabuzova rated it it was amazing. How comfortable are you to bargaining? Me - not so great. But this book inspired me to push myself feeling more comfortable with this inevitable, very human activity.

It is really profound, structured, and practical, suggesting guidance into negotiation process - from preparation to closure and even some ethics. Aug 26, kareem rated it really liked it.


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We all negotiate every day. 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, We all negotiate every day.

Bargaining for Advantage by G. Richard Shell | licapedu.tk

For example, it tells you how to discern situations when you should make the first offer, and when you shouldn't, when to be ruthless, and when not to be, etc. I'd bet that it's one of the best bang-for-the-buck books you'll read all year 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. Dec 02, Kevin Bessey rated it it was amazing. One of the best books I've ever read on negotiating. I found "Bargaining for Advantage" most appealing on the basis that Shell wasn't writing to provide you with a tool kit that you can incorporate into your negotiating tool box, but rather he was writing about using the tools you already have to make the best deals and improve your current negotiating abilities.

Union Contract Negotiation

The book is split into two parts: Negotiation Foundations and Negotiation Process. Foundation was very interesting in ho One of the best books I've ever read on negotiating. Foundation was very interesting in how Shell identified five types of negotiators. He also provides an assessment at the back of the book that helps you identify your own personal style. With each type he then offers a profile identifying the strengths and weakness of each style so that you can identify the style s that best suits you and then also understand where you're weak in other styles.

I found this section of the book to be both enlightening about my self and fascinating about others. Process is familiar to anyone who has read books on negotiating.


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  • Bargaining for Advantage: Negotiation Strategies for Reasonable People by G. Richard Shell.

He walks through the various types of negotiation and how they relate to relationships, stakes, settings, etc. There wasn't anything groundbreaking here except for the areas where he would link people's negotiating type into the process. The end of the book dealt with Ethics and implementation of the skills that he discussed throughout the book. This last section was very interesting to better understand the various schools of thought on negotiating: Idealist, Pragmatist, and Poker Player, on how they interact with one another and capture a wide audience of people that you've probably negotiated with in the past.

Understanding your own style while learning about other people's style was very insightful and interesting to read about. Part I and Ethics sections in learning about your own style of negotiating and how to become a better negotiator with your core beliefs and position. Not any major ones, the book felt well edited and organized in a meaningful way.

Highly recommended for anyone to read, especially those that are in the business world or have to do a fair amount of negotiating in your your work and private life. May 22, Adrian Curtin rated it really liked it. Without having read too many books on the subject, Bargaining for Advantage is a book which delivers exactly what it claims to.

It is a useful tool in understanding aspects of the bargaining and bartering process. The main advantage to this book is that it doesn't portray the negotiation process as a simple problem with one solution, but rather as a complex one with many moving parts and many considerations but no preordained method. In general encouraging the reader to seek two party solutions Without having read too many books on the subject, Bargaining for Advantage is a book which delivers exactly what it claims to. In general encouraging the reader to seek two party solutions where mutually beneficial results can be found outside of simply battling for the middle-ground on divisive issues.

For those unfamiliar with negotiation, the book offers some inoculation against strategies that may be used by more experienced parties and generally encourages an ethical approach to both communicating your needs and securing advantageous results. There is nothing outrageous in this book, just reasonable suggestions.

I was participating in a reading group at work for this book, I came close to finishing it, so I'm just going to call it done because without anything to hold me accountable I'm not going back. It was interesting, it is a topic I knew absolutely nothing about, and it was very helpful to have the group leader talk us through scenarios and create exercises for us. A great book for someone, like me, who thinks that the slightest bit of negotiation at a flea market is absolutely terrifying and will I was participating in a reading group at work for this book, I came close to finishing it, so I'm just going to call it done because without anything to hold me accountable I'm not going back.

A great book for someone, like me, who thinks that the slightest bit of negotiation at a flea market is absolutely terrifying and will avoid the entire situation just to avoid having to barter. A great introduction to the topic for the completely ignorant and written at a level that is open to even the least experienced of us.

Jul 11, Nicholas rated it liked it Shelves: This review has been hidden because it contains spoilers. To view it, click here.

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The act of wr Good primer. The act of writing makes a thought more "real" and objective, obligating us to follow up on it There is something magical about writing things down. If other people know about the goal, you begin to feel subtly accountable to them, and research indicates that negotiators bargain harder when they must explain to someone why the failed to achieve a goal. However, by looking for common ground and nonconflicting interests, there is often a chance to make the pie bigger. How might it serve the other party's interests to help you achieve your goals?

Why might the other party say "no"? What low-cost options might remove the other party's objections? Making even subtle threats is like dealing with explosives. The party with the most to lose has the least leverage; the party with the least to lost has the most leverage. For whom is time a factor. Can I improve my alternatives or make the other party's worse? Can I gain control over something the other party needs? Can I commit the other party to norms that favor my result? Can I form a coalition to improve my position.

First, use the Situational Matrix, you should determine the basic situation you face. What strategies are best suited to deal with the situation? Next, you need to combine your situational analysis with the knowledge you have about your own stylistic preferences to determine how well suited you are to negotiate the problem. If you are basically nonconfrontational, you will have a hard time doing well in a Transaction unless you are negotiating against someone just like yourself.

If you are aggressively competitive, you will lack some of the tact needed to handle a Relationship situation that calls for delicate diplomacy. Third, try to imagine how the other party views the situation. Do they see the relationship as important? Do the stakes matter as much to them as they do to you?

Bargaining for Advantage: Negotiation Strategies for Reasonable People

The situational analysis prepares you to anticipate the range of strategies the other side can be expected to use. Fourth, decide how best to communicate with the other side. Does it makes sense to use an agent? If you negotiate directly, should you meet face to face or rely on telephone or e-mail? Finally, combine the information you have gathered on the situation with your insights into the Six Foundations to develop a specific bargaining plan.

Use this plan to formulate a list of questions to ask the other side early in the discussion phase to test your assumptions. Why are they here? What is important to them? What are they prepared to negotiate? What is their view of the situation? Do they have authority to close? When we think something we want is or is about to become scarce, we push an imaginary panic button labeled "Act Now" to avoid feeling regret that we missed an opportunity.

The more time someone invests in an initially sensible activity, the more committed he or she becomes to seeing it through, even though the decision may no longer make sense. If a lie works well in small consumer matters, why not lie in situations where the stakes matter a bit more, such as employment? Pretty soon, a measurable portion of a person's success may depend on using lies.

Truth telling becomes an optional, expensive luxury. Dec 05, Matthew Volkwyn rated it it was amazing. The ultimate introduction to negotiation and much more. Although it is content dense, I found it easy to read thanks to all the fascinating stories of real negotiation situations that Shell puts in every chapter.

It really solidifies each new concept introduced. Dec 25, Gizem Kocak rated it it was amazing. The whole book is well-organized and structured even beyond haggling and bargaining. Each part ends a checklist that covers the focal points. It enlightens the negotiation types with the help of bargaining styles assessment tool, etc.

Bargaining for advantage : negotiation strategies for reasonable people

Sep 03, Marc Dorval rated it really liked it Shelves: One of the best books on negotiation that I've read. Jun 19, Jack Nasher rated it it was amazing. The best book on negotiation I have come across. Concise, clear, well-written - an almost perfect book. Jun 06, Kim rated it really liked it.

The concepts were well-presented and organized. The writing was easy to read. After reading this book, I am more confident going into a negotiation. Sep 28, Knarik Gasparyan rated it it was amazing Shelves: Knowing what people want is power. Four practices that make a successful negotiator: 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 His systematic, step-by-step approach comes Negotiation Strategies for Reasonable People.

This updated edition includes: A brand-new "Negotiation I. Negotiation Strategies for Reasonable People G.