Summary of Bargaining for Advantage

Bargaining for Advantage: Negotiation Strategies for Reasonable People, by G. Richard Shell, is an authoritative, practical guide to negotiations in the real world. This book provides a step-by-step process for identifying, analyzing, and creating successful negotiation strategies. It also offers special sections on understanding personalities and behavior in the bargaining process, recognizing danger and opportunities during negotiation, and learning how to successfully manage power and influence in negotiations. With case studies and examples that illustrate each concept, this book offers powerful advice on how to effectively plan and negotiate every type of transaction, from the mundane to the daring. Bargaining for Advantage is an essential resource for anyone interested in mastering the art of negotiation.