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Bargaining for Advantage : Negotiation Strategies for Reasonable People
by G. Richard Shell
from Penguin (Non-Classics)
Customer Reviews:
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Avg. Customer Rating: 4.5 / 5.0 
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The best book on negotiation I have read so far. 
This book is probably the most thoroughly researched book I have read on negotiation. I have read other books where the author tells you to say or do this or that, but does not back it up with a reason. This author, G. Richard Shell, gives the reasons why you do the things he tells you to do. I am a person that likes to understand why something works, so this book answered many questions for me and gave me new ways of approaching negotiations that I had not considered yet.
Mr Shell goes into detail... more info
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Well-researched, readable & pragmatic
'Bargaining for Advantage' is tightly packed with vivid examples to illustrate various negotiation strategies & tactics, in a high-impact way. Shell has also successfully managed to present findings of various research (psychology, sociology, economics etc.) in a fun & readable, yet not simplistic, manner. His logical & specific advice is also pragmatic for business executives.
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Packed with good ideas (but lacking in one essential area) 
Shell's new book is great. He offers a roadmap of ideas to help you negotiate, and it's fun reading. He breaks the book into two basic parts. THe first part talks about six foundations of effective negotiation, ranging from setting goals and expectations to finding points of leverage. The second part offers advice on the negotiation process (e.g., preparation, making concessions, etc.)
His book seems to suggest, however, that negotiating is a rational endeavor. Even the advice on building relationships... more info
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Excellent
This book is solid. Shell is obvioulsy not just another Ivy League intellectual pontificating from the safety of the "Ivory Tower". You can tell that he has spent significant time in the trenches in tough negotiations. My only gripe is that he didn't go into more detail with some of his examples, or show more of his research. But it is probably just as well since too much detail would have probably bogged it down. This is always a tough balancing act for authors. What Shell has done is write probably the... more info
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