Bargaining for Advantage
by G. Richard Shell
Wharton's Shell on the six foundations (style, goals, standards, relationships, interests, leverage) and the four stages of a negotiation, with a self-assessment of your bargaining style. Balanced, scholarly and the best single textbook for a practitioner.
Read it if…
you want one serious, balanced negotiation book.
See the book →
Skip it if…
you want a system with attitude; see Camp or Voss.
Try instead: Negotiation Genius →
Three things you will actually use
- Know your style and its blind spots.
- Leverage is the balance of needs and fears.
- Standards are the most under-used lever.
Do this first
Take the style assessment and read the chapter on leverage.
Our verdict
The balanced textbook.
See the book →
Compare with other Entrepreneurship books
Negotiation Genius
Deepak Malhotra and Max H. Bazerman · Entrepreneurship
Research-backed negotiation.
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3-D Negotiation
David A. Lax and James K. Sebenius · Entrepreneurship
Setup, design, tactics.
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