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Bargaining for Advantage
Book

Bargaining for Advantage

Negotiation Strategies for Reasonable People

Penguin, 2006
First Edition: 1999 more...


Editorial Rating

8

Qualities

  • Applicable

Recommendation

Negotiating is one of the most basic yet complex social interactions that people undertake. These sessions can be straightforward or highly strategic, and can involve the exchange of everything from sheep to global conglomerates. Since negotiations are the products of intense human relations, they produce great stories founded on basic social science and psychology principles. Author and professor G. Richard Shell has done a masterful job of presenting the art and science of negotiation. That must be why he is known as one of the most highly-rated business school professors in the U.S. This book is educational and entertaining, and contains great examples of negotiations from such varied sources as African tribes and J.P. Morgan. getAbstract highly recommends it to anyone who wants to find out more about this intricate social interaction. Learn exactly how to become better at getting what you want.

Take-Aways

  • Good negotiators know themselves as well as they know their goals.
  • Gender and culture affect a person’s negotiating style.
  • Although people have individual worldviews, they value similar norms.

About the Author

G. Richard Shell is a professor and negotiation expert at the Wharton School of the University of Pennsylvania. BusinessWeek named him as one of the nation’s top business school professors three times. He trains executives, nonprofit leaders and government officials in negotiation.


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