Negotiation Strategies for reasonable people
By G. Richard Shell

Every couple of months I come across someone who has attended the Wharton Executive Negotiation Workshop directed by G. Richard Shell. Everyone raves. This is a great course and Shell is obviously a great teacher.

Shells book Bargaining for Advantage deserves similar accolades. Bargaining for Advantage combines terrific stories with practical lessons from the worlds leading negotiators combined with the latest insights from negotiation research.

Whether you are buying a car, trying to get the kids to bed or negotiating a raise, Richard Shell shows you how to negotiate a winning deal.

Shell shows you:

• How you can achieve your goals even when you are short on bargaining power.
  
  
• What is the secret of building trust in building relationships.
  
  
• How to counter hardball and other negative tactics.
  
  
• How to improve your leverage throughout the negotiating process.
  
  
• When should you compromise and when does splitting the difference make everyone a loser?

The stories range from negotiation strategies used by Benjamin Franklin, Mahatma Gandhi, Akio Morita and Tanzanian tribesmen.

The chapter on making concessions is worth the price of the book alone. This is the best summary in print on what we know about trading. More importantly it shows you how to apply the knowledge.

Well written, entertaining and truly insightful, Richard Shell's Bargaining for Advantage seems destined to become a classic. Highly recommended. A must to read.

Available for purchase from Amazon.com