Gain the Upper Hand: Negotiation Techniques for Reasonable People in Bargaining for Advantage

Robert K: An excellent and affordable resource that breaks down negotiations for everyone. As of this time the audio book is not on the same version.

United States on Sep 16, 2023

Adrienne Cobb: quick shipping; cost effective

United States on Aug 25, 2023

barbara07670: I use this book in a class on dispute resolution. Of course, I have to use Getting to Yes because everyone in the world, living or dead, says its the best book on negotiation. But like Getting to Yes, and virtually every book and video and lecture and paper, it promotes the notion of principled negotiation. Which is wonderful and ideal. A standard to strive for in every walk of life.
But my real world experience tells me, at least in my field of Real Estate Development and Construction, that a lot of lying goes on. Bargaining for Advantage, doesn't promote it, but it talks about people who find lying, exaggerating, leaving things out etc. to be within the ethical boundaries, and, most certainly, legal ones. There are even published guidelines for lawyers to know how much they can lie and still be ethical. It is wrong to talk about puffing and fraud at the same time. Fraud is a crime. It can land someone in jail, and should. But when a general contractor tells a plumbing bidder he has a lower price, and doesn't, this is not a crime. It's nice to sit in an ivory tower and cry unethical every time a bottom line is revealed inaccurately but I will not send my students into the...

United States on Feb 27, 2023

Amazon Customer: Still actual and very well organized

Spain on Jan 08, 2023

DT: The author explains the psychological, ethical and philosophical motivations behind negotiation strategies. And asks the reader to look honestly at their own personality before deciding how to craft a negotiation.

The book is packed full of insightful examples, from securing a discount on a tie to buying mineral deposits on another continent.

The author writes in a confident manner that clearly comes from years of negotiating experience, researching a wide-range of negotiations and teaching others to negotiate.

Very helpful text.

United Kingdom on Jul 24, 2021

AA: Fundamental for learning negotiations in business.

Canada on Apr 28, 2021

Andrea Favria: Come la maggior parte dei libri su questi argomenti, leggendoli viene anche da dire: "ma è ovvio", però chissà perché non facciamo mai quello che "poi" ci pare ovvio. Ad ogni modo scrittura scorrevole e ricca di esempi. Un test curioso sullo stile di negoziazione. Insomma, se vi intriga l'argomento negoziazione, ve lo consiglio... dal basso della mia esperienza :)

Italy on Oct 21, 2019

Ferdinando Galassi: Buone premesse, buon quadro teorico ed esempi illuminanti. Di approccio - per i miei gusti - troppo anglosassone perché nella realtà non è sempre facile “incasellare” situazioni e/o comportamenti umani in una matrice. L’aspetto tarnsculturale della mediazione sarebbe stato da approfondire. Tutto sommato una buona lettura.

Italy on Dec 12, 2017

Ericevils: Most people can't negotiate at all. They think they can but that's because they haven't defined what it means to win in a negotation. For instance I have a friend who is an aggressive and competitive negotiator who almost always wants to win and for his opponent to lose (WIN - lose). His problem is that he almost always loses but doesn't consider it a loss since he moves the goal posts or he starts to play another game. He goes from a game of business negotiation, loses, then makes it a moral issue where he believes he wins. In fact he loses that too. To top it all off he is also very emotional so he argues from emotion, not logic.
This book would help him. He could see that in most of his big moralistic wins he actually lost and lost big. He would have seen that he was in an inferior position when it came to leverage. Often times he had a lot to lose and a lot to win but since his goal was to win 100% he often lost that much. He came away with nothing. If armed with this book he would know better and would try to get as much as he could in his inferior position. He would be negotiating with logic and not emotion. He would define "winning" in a different way.
However we need...

United States on Feb 08, 2015

DAG: This is an excellent book on negotiation. These are some things I liked about the book:

1) It makes for an entertaining read. Shell uses interesting stories and examples to illustrate his points, so the book never feels too theoretical or academic.

2) It is comprehensive and great for beginners. Part I covers the six foundations of effective negotiation, while Part II goes through each step of the negotiation process in detail. There is even a lengthy chapter on ethics.

3) It provides negotiation advice that is tailored to both the negotiation context (e.g. where your relationship with the other party is important vs where it is not) and the individual negotiator's natural inclinations (there is a test included in the book to help you determine what type of negotiator you are). The latter is particular helpful because most books on negotiation simply teach a particular negotiating style, without considering that a person's personality might prevent him from effectively adopting a particular style.

4) It is well-written and systematically organised. While each chapter is quite long, they are broken down into bite-size chunks through liberal use of...

United States on Mar 05, 2011