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Title: Bargaining for Advantage : Negotiation Strategies for Reasonable People by G. Richard Shell, Richard G. Shell ISBN: 0-14-028191-6 Publisher: Penguin USA (Paper) Pub. Date: 05 June, 2000 Format: Paperback Volumes: 1 List Price(USD): $15.00 |
Average Customer Rating: 4.8 (15 reviews)
Rating: 4
Summary: Superb book, overall.
Comment: Richard's experience in conducting various workshops shows on how he presents himself in this wonderful book. Well written and easy to read.
What's lacking however are specifics. Most people are specifically interested in negotiating or bargaining for better compensation when looking for a job or negotiating with a supplier for better overall prices, what to look for in a M&A situation etc. There is also little discussion with respect to "kickbacks" offered during negotiations, an accepted practice in a number of countries. I know it is illegal, but its awareness is most critical especially when the whole corporate world is being "globalized". The discussion should then lead to its awareness, alternatives in combating or avoiding or handling in most appropriate way.
The book nevertheless is very useful in developing your own strategy for specific situations. Deserves 4plus stars.
Rating: 5
Summary: Extremely practical guide to learning effective negotiaions
Comment: I had always been under two false impressions about negotiations. First, that negotiations are all about business and commercial transactions. Second, that negotiations are about hardball tactics where the stronger side "wins" and gets away with a great deal while the weaker side is beaten down and suckered into a raw deal.
Richard Shell's book completely changed this impression. This is a book that is well written and the ideas are structured in way that I could read and take away bite-sized chunks. The book is also very practical and ends each section with a checklist to be used when you negotiate. Shell has made the book very readable by not going overboard on negotiations theories and sprinkling the book with some terrific stories. The stories range from negotiation strategies employed by Mahatma Gandhi and Akio Morita to Indonesian villagers and Tanzanian tribesmen.
The main message of the book is that negotiations are mostly about relationships and that each party may have something to offer that is of enormous value to the other party. By building your relationship and unearthing that value you can conclude a successful negotiation where everybody leaves the boardroom or village center with satisfaction. Shell draws his rich material from many negotiating situations (e.g.-: kids negotiating with their parents about dinner, an elderly widow negotiating with real estate tycoon Donald Trump, and the negotiations for buying out RJR Nabisco). He has also drawn on negotiating styles from around the world and compared the cultural differences (e.g.-: Gandhi negotiating in South Africa, the importance of networks or Guanxi in Chinese cultures, etc.)
The first part of the book focuses on the six foundations of effective negotiation - being aware of your personal style, setting goals, adhering to certain standards, building relationships, uncovering the other person's interests and making use of leverage. The second part of the book is about the negotiation process - preparing you strategy, exchanging information, the actual negotiation, and finally getting commitment. I liked Shell's use of a chessboard metaphor to put these principles into a framework. It is unlikely you will master all these skills in one shot. This is a book you want to come back to every now and then, nibble a bit, practice the skill during your next negotiation opportunity, and go read the book some more.
I would strongly recommend the book because it teaches you skills to successfully negotiate your way through life. Even if you were to measure it in narrow monetary terms this book would reward you enormously in all the big-ticket negotiations we do in our lives such as buying a car, buying a house, agreeing on a salary, or accepting you next stock options package. But, even more important shell gives you valuable lessons about setting goals, following a strategy and building a meaningful relationship with the people you interact with whether it is your spouse, friend, grocer, or friendly neighborhood business tycoon. When I finished the book I realized that this book is not just about negotiations. It is an enlightening and entertaining book about living more effectively. While it will certainly help you negotiate a better price on your house it will also help you develop a more meaningful relationship with your spouse or child the next time you negotiate your vacation or broccoli vs. ice-cream deal.
Rating: 5
Summary: Great for beginners
Comment: I really like the subject of negotiation. As a matter of fact we all negotiate, I'm an engineer and I negotiate all day: with marketing, with manufacturing, with suppliers. I needed some key concepts to bring with me in every negotiation. I knew I was naturally doing something good and something bad in every negotiation and I needed to become more reliable.
This book gave lots of good inputs, starting from my favourite: know your style. I now realised how, being almost a natural "compromiser" or "problem solver", I need to improve in those negotiations where stakes matter more than relationship. A very interesting book for people who want to be more effective and want to analyze their own behaviour in day to day negotiations.
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Title: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury, Bruce Patton ISBN: 0140157352 Publisher: Penguin USA (Paper) Pub. Date: December, 1991 List Price(USD): $14.00 |
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Title: Getting Past No: Negotiating Your Way from Confrontation to Cooperation by William Ury ISBN: 0553371312 Publisher: Bantam Pub. Date: January, 1993 List Price(USD): $15.95 |
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Title: Start with NO...The Negotiating Tools that the Pros Don't Want You to Know by Jim Camp ISBN: 0609608002 Publisher: Crown Publishing Group Pub. Date: 09 July, 2002 List Price(USD): $22.95 |
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Title: Secrets of Power Negotiating by Roger Dawson ISBN: 1564144984 Publisher: Career Press Pub. Date: 15 November, 2000 List Price(USD): $15.99 |
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Title: Difficult Conversations: How to Discuss what Matters Most by Douglas Stone, Bruce Patton, Sheila Heen, Roger Fisher ISBN: 014028852X Publisher: Penguin USA (Paper) Pub. Date: 03 April, 2000 List Price(USD): $14.00 |
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