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Publisher's Summary

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 and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. This updated edition includes: A brand-new "Negotiation I.Q." test designed by Shell and used by executives at the Wharton workshop that reveals each reader's unique strengths and weaknesses as a negotiator. A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging. A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track.

©2006 G. Richard Shell (P)2014 Gildan Media LLC

What listeners say about Bargaining for Advantage

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Loaded with practical strategies, real scenarios

Mr. Shell has written a practical guide that I can actually use. He breaks things down and does not overwhelm the reader. He sets you up to understand what type of person you are, he gets you thinking about the other person in the negotiation. He reviews strategies. The summaries are a great touch. I felt as though by the end, I had someone really cheering me on and excited for me to succeed.

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Very Interesting!

Overall, a good book, it is very detailed and full of relevant information, it provides different tools to improve negotiation skills. The reader was very good!

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To the point

I enjoyed listening to this book as part of my MBA during the long distance runs for NYC marathon preparation. It is easy to digest and the examples are easy to understand. Highly recommended!

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Very informative, well structured and enjoyable

As someone with no negotiating background, I always felt aimless when going up against those with a clear competitive streak, whether dealing with colleagues or buying a car. This book was very helpful in shining light the different negotiation types, personality types and how to be effective in use of this knowledge. There seem to be a ton of books on this topic. This one may be all you need.

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An Unfortunate Book Selection

This book has an unfortunate White-Christian-Nationalist bias that underscores and distracts from what is otherwise a fairly decent book. I prefer "Never Split the Difference" by far; it is a more sophisticated text that offers more than Snell's surface-level, anecdotal content here. The assessments are helpful, but otherwise, the book doesn't teach much more than you could ascertain from your everyday interactions with other people. The overbreadth on things like the importance of goal-setting make this more of a 'self-help' book than I was looking for. Very disappointed.

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Some good take aways!

i have used some of the take aways already. it was a required reading for school, but it was one of the few required reading I enjoyed. And actually finished!

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Bargaining for Advantage is a timeless classic

Bargaining for Advantage is a timeless classic. I enjoyed every chapter and plan to read it through again to glean any knowledge I might have missed. Great anecdotes and brilliant insights into negotiation.

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Essential

Prof. Richard Shell captures the dynamic of bargaining and negotiation in thus book. I recently took his Wharton Executive Education course as part of my curriculum for the General Management Program and it was excellent as well.
Also a great human being.

-James S Mitchell

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Great info

Great info in this book and very helpful. Sean Pratt made it come to life.

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Excellent

If your like me bargaining has been rather intuitive in my approach over the years. And while thats ok in most situations I found this book extremely helpful by helping me identify my mist dominant styles and how they interrelate to the others. A must read!