Summary of Bargaining for Advantage

Negotiation Strategies for Reasonable People

First Edition: 1999 more...

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Bargaining for Advantage book summary
Whether your style is polite or pushy, learn how to get what you want in negotiations.


8 Overall

9 Applicability

6 Innovation

8 Style


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.

In this summary, you will learn

  • How to use the six foundations that support good negotiation
  • How to produce positive results
  • Which four distinct stages all negotiations go through


Everyday Negotiations
Negotiating is a part of daily life. Yet, this basic building block of communication can still cause great anxiety and drive people to seek simplistic, suboptimal solutions. To be a successful negotiator, you must confront your fears and realize that every negotiation...
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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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