Bargaining for Advantage

Bargaining for AdvantagePreface to the Second Edition
Acknowledgments
Introduction: It's Your Move
PART I: The Six Foundations of Effective Negotiation
Chapter 1: The First Foundation: Your Bargaining Style
Chapter 2: The Second Foundation: Your Goals and Expectations
Chapter 3: The Third Foundation: Authoritative Standards and Norms
Chapter 4: The Fourth Foundation: Relationships
Chapter 5: The Fifth Foundation: The Other Party's Interests
Chapter 6: The Sixth Foundation: Leverage
PART II: The Negotiation Process
Chapter 7: Step 1: Preparing Your Strategy
Chapter 8: Step 2: Exchanging Information
Chapter 9: Step 3: Opening and Making Concessions
Chapter 10: Step 4: Closing and Gaining Commitment
Chapter 11: Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation
Chapter 12: Conclusion: On Becoming an Effective Negotiatior
Appendix A: Bargaining Styles Assessment Tool
Appendix B: Information-Based Bargaining Plan
Notes
Selected Bibliography
Index

G. Richard Shell teaches negotiation at the Wharton School of Business at the University of Pennsylvania, where he is professor of legal studies, business ethics, and management and academic director of the Wharton Executive Negotiation Workshop.

"A must read for everyone seeking to master negotiation. This newly updated classic just got even better." Robert Cialdini, bestselling author of Influence and Pre-Suasion

Bargaining for Advantage [is] outstanding. Timothy Ferriss, author of The 4-Hour Workweek

Readers interested in developing or refining their negotiation skills should run, not walk, to the nearest bookstore for a copy of Bargaining for Advantage. . . . It belongs on any list of required reading for practitioners or educators in the field of negotiation and is also highly recommended to the general public. Alternative Dispute Resolution Report

"Engaging . . . Replete with intriguging real world anecdotes. Shell offers sage and practice advice to almost any negotiator." Howard Raiffe, author of The Art and Science of Negotiation

A new book that could really shift your sensibilities about the art of negotiation taking out the mystery and replacing it with a success toolbox.  . . . A volume that gives direct and practical fundamentals to becoming an effective bargainer in any situation. Business Digest

Wise, persuasive, and entirely readable, Bargaining for Advantage provides practical step-by-step advice for negotiators who want to bargain effectively without compromising themselves or their values. Michael Wheeler, Harvard Business School, coeditor of The Negotiation Journal

Richard Shell is known to be a star teacher of negotiation. His expertise comes through in this book . . . a wonderful integration of practical advice that will be useful to all readers.
Max H. Bazerman, Jesse Isidor Straus Professor of Business Administration, Harvard Business School

Bargaining for Advantage turns negotiation into an easy-to-understand process that any founder can effectively apply to a startup s negotiation. George Lovegrove, Medium

No matter what you do for a living, good negotiation skills help you reach your goals quickly.