G. Richard Shell is an award-winning teacher and scholar at the Wharton School of the University of Pennsylvania.
He was named one of the country's top business school professors in Business Week's Guide to the Best Business
Schools in 1993 and 1999. His articles on negotiation and dispute resolution have appeared in such publications
as the Wall Street Journal and the New York Times.
Review
"Whether you're buying a car, trying to get the kids into bed, or brokering a major business deal, Bargaining
for Advantage teaches you to think on your feet and discover imaginative ways to come to terms with anyone."
--Laurie Calkhoven, Editorial Director, The Money Book Club
"A wonderful integration of practical advice that will be useful to all readers."
--Max H. Bazerman, Gerber Professor of Dispute Resolution and Organization, Kellogg School of Management at
Northwestern University
Submitted by the Publisher, September, 2000
Summary
As Director of the Wharton Executive Negotiation Workshop and professor at one of the world's most renowned
business schools, G. Richard Shell knows what it takes to survive and thrive in the rough-and-tumble world of high-stakes
negotiations. Now he brings his dynamic, step-by-step program for bargaining success to the general reader. Focusing
on six key psychological leverage points, Shell shows everyone how they can get more of what they want, gain the
confidence they need, counter hardball tactics, and dodge the tricks that others try to play.
Based on the latest research and laced with vivid stories about world-class hagglers such as Benjamin Franklin,
J. P. Morgan, Sony's Akio Morita, and Donald Trump, this book provides a realistic, powerful framework for business
and consumer negotiations that will help everyone from the inexperienced, anxious negotiator to the seasoned veteran.
