Bargaining for Advantage. Book Summary

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G. Richard Shell

What’s inside

This book offers a strategic approach to negotiation, providing practical guidance and methods to achieve advantageous outcomes while maintaining fairness and integrity.

You’ll Learn

  • Enhanced negotiation skills
  • Improved understanding of different negotiating styles
  • Strategies for maintaining ethical standards
  • Techniques for persuasion and gaining leverage

Key Points

  • Understanding Your Negotiation Style
  • The Role of Situation in Strategy
  • Leveraging Information for Bargaining Power
  • Negotiating Ethics and Standards
  • Influence Tactics and Persuasion
  • Finding and Using Leverage
  • Closing Deals and Post-Negotiation

Who’s it For

  • Business professionals
  • Negotiators
  • Sales personnel
  • Managers
  • Lawyers
  • Anyone interested in improving negotiation skills

About the author

G. Richard Shell is an award-winning scholar and teacher at the Wharton School of Business, specializing in negotiation and persuasion.