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Bargaining for Advantage: Negotiation Strategies for Reasonable People (Englisch) Taschenbuch – 1. Juni 2000

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Taschenbuch, 1. Juni 2000
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Synopsis

Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, this book is a guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. The text is driven by stories about everything from hostage taking and high stakes business deals to everyday encounters. It offers a step-by-step approach that draws on the reader's own communication style to make a skillful negotiator. -- Dieser Text bezieht sich auf eine vergriffene oder nicht verfügbare Ausgabe dieses Titels.

Autorenkommentar

Effective negotiation is 10% technique and 90% attitude.
There are a lot of negotiation books on the market. I know because, as a professor who teaches negotiation at one of America's top business schools -- the Wharton School of the University of Pennsylvania -- I have read them almost all of them.

I wrote "Bargaining for Advantage" because the students and executives I teach are some of the best and most demanding in the world -- and they demanded something different. They wanted a negotiation book that was more intelligent than the usual "war story" book by a sports agent or hollywood celebrity. But they also wanted a book that was more realistic than the typical win-win, theoretical treatment that academics give the subject.

So I decided to write a book that would be about the way real people negotiate -- complete with the best that researchers could tell us about how to conduct and improve our practice. Then I worked hard to bring this material to life through vivid stories and examples given us by the world's best negotiators. I searched through the lives of history's most successful people -- people like Mahatma Gandhi, Benjamin Franklin, J.P. Morgan, Andrew Carnegie, Sony's Corporation's founder Akio Morita, and modern business moguls like Donald Trump and Ted Turner.

I then organized this material into a user-friendly set of lessons and concepts I call "information-based bargaining." This approach will teach you the way the best negotiators in the world actually practice their art -- and show you the scientific basis for how they do it.

At Wharton we believe that the best negotiators are those who learn to "be themselves" at the bargaining table. This means that effective negotiation is only about 10% tactics -- the rest comes from having the right attitude. My goal in "Bargaining for Advantage" is to instill in readers the confidence and positive attitude they need to open their own, personal negotiation "toolbox" and start achieving their goals -- at home, at work and at the bargaining table. -- Dieser Text bezieht sich auf eine vergriffene oder nicht verfügbare Ausgabe dieses Titels.

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Format: Gebundene Ausgabe
I must admit, when I first heard about this book from a business colleague, I was skeptical (oh no, another pop-ivory-tower book on how to persuade and influence people) !
Yet, the author has done something rare for an academic--he's taken something inherently secular and complex and provided some great research and valuable insight that can save "new economy" types alot of grief and hassle.
For example, when discussing and describing a negotiating technique known in academic circles as "post settlement settlement" (something only an academic could conjure up), Shell succinctly provides insight from his own research into the technique, and his conclusion that while interesting in theory, the technique is hard to implement in the real world (no sacred cow theories here). No surprise really, that real world managers find the technique of little or no value (who really wants to discuss more issues AFTER a deal is done? ---only someone who feels they got jipped, I suppose). But it does serve as an example to one of the lessons which, I believe, permeates the book ---that the best negotiators transcend technique and gimmicks (he does though, describe negotiating ploys to watch out for--helpful stuff).
This book is well written, well organized and pertinent. I read the book while negotiating the sale of my Internet company to a large corporation and found it to be very helpful in "bargaining for advantage".
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Format: Gebundene Ausgabe
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.
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Format: Taschenbuch
Die Grundlagen und der Prozess erfolgreicher Verhandlungen werden in diesem Buch lebendig vermittelt. Die Gliederung besticht durch ihre Einfachheit. Ausgehend von den den 5 Verhandlungsstilen wird klar herausgearbeitet was den kooperativen Verhandlungsstil ausmacht. Dadurch wird schon eine Betroffenheit beim Leser hergestellt, da der Unterschied zum faulen Kompromiss-Verhandeln klar wird. Ziele, Standards, Beziehungen, die Ziele der Partner und die Erweiterung der Möglichkeiten (Leverage) werden spannend dargestellt. Den zweiten Teil bilden die einzelnen Prozessschritte: klar, verständlich und mit gesundem Menschenverstand. Das Buch ist eine gute Grundlage für den eigenen Fortschritt am Verhandlungstisch.
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Format: Taschenbuch
Ein wirklich gutes Buch für alle, die ihren Verhandlungsstil verbessern wollen. Es hat einen sehr klaren Aufbau und geht Schritt für Schritt durch ein Verhandlungmodell. Die Erkenntnisse sind vielleicht nicht bahnbrechend neu aber gut aufgearbeitet und klar transportiert.
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Who knew that a business "how to" book could also be an enormously enjoyable and enlightening treatise on human relationships? Shell combines psychology, sociology, morality, and economics (and decades of personal and professional experience) to offer lessons you will not only want to do business by, but also to live by. "Bargaining for Advantage" will help you gain as much of an upper hand as you are comfortable gaining -- in any business situation -- and be happy doing it. Best of all, by nonfiction standards, it's a page turner. Buy it without hesitation. You'll be glad you did.
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If you ever asked yourself if a book can make you money- look no further. This is an amazingly effective and well-written book. One of the most unique aspects is that it does not ask you to alter your personality or business style. Rather, Shell delivers techniques that allow you to be true to your own style and become a much more effective negotiator. It works.
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