Bargaining for advantage
by G. Richard Shell · first published 1999
78% recommend17% neutral4% critical
Why HN recommends it
Practical, tactical negotiation guide with clear steps and vocabulary, useful for salary talks, job changes and deals; works in adversarial and collaborative settings, and suits readers after Getting to Yes.
Summarised by Claude from recommending comments
The award-winning guide to business negotiation used by top negotiators and training programs all over the world—completely updated and revisedAs director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step- by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned fro
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"Who can recommend good books/articles on negotiation?" The best book on negotiation, bar none, is "Bargaining for Advantage : Negotiation Strategies for Reasonable People" By Richard Shell. http://www.amazon.com/Bargaining-Advantage-Negotiation-Strat... (looks like it is out of print, but used copies seem cheap enough)
on “Ask HN: So I quit my job to focus on my startup...” ↗My candidates (not in order): Getting Things Done (Superpower: Time Management) Bargaining for Advantage (Superpower: Negotiation) The Art of Learning (Superpower: Learning) Telling Lies (Superpower: Facial expressions etc...somewhat of a cheat since you'll probably need to read more on the topic) Economics…
on “What one book could give me a new, useful superpower?” ↗…article is known as a "nibble". It is a standard negotiation trick. There are a few solutions: 1. Say no. 2. Ask for a reciprocal concession. 3. Think of a win-win way to get them what they want. Read "Bargaining for Advantage" for more: http://www.amazon.com/Bargaining-Advantage-Negotiation-Strategies-Reasonable/dp/0143036971/ref=pd_bbs_sr_1/103-5417622-0009467?ie=UTF8&s=books&qid=1180628056&sr=8-1
on “Hard Negotiating a Business Sale -- Norm Brodsky” ↗The best book on negotiation is Bargaining for Advantage by G. Richard Shell from Wharton. I would reading Getting to Yes first to get the basics though. http://www.amazon.com/Bargaining-Advantage-Negotiation-Strat... http://www.amazon.com/Getting-Yes-Negotiating-Agreement-With...
on “The Art of Negotiation” ↗actually this example in the rug essay is not a good one. If you want to understand & use negotiation, read Shell's "Bargaining for Advantage": http://www.amazon.com/dp/0143036971/
on “What I Learned Buying a Rug in Turkey” ↗…years, reading a book on it is very worthwhile. If you can negotiate yourself an extra $1000 bonus, once, the book has paid for itself with interest. The two books I recommend there are Start with No and Bargaining for Advantage. I'd recommend the first if you need a general purpose bargaining strategy and aren't experienced. I'd recommend the second if you're an experienced bargainer who is looking to improve. A few years…
on “Ask HN: Interesting (Non software) books?” ↗…surprisingly good rates. And step #1 is knowing what you are worth. Step #2 is knowing how to negotiate. There are a lot of good books you can pick up on the topic. I personally picked up Start With No and Bargaining For Advantage a few years back. A 2 digit investment in materials, and a 2 digit expenditure in hours has easily been worth over 6 figures to my bank account. I expect it to have paid off 7 figures before I retire.…
on “HN statistics” ↗That's just negotiation—read Bargaining for Advantage (or Getting to Yes) if this is even remotely surprising to you.
on “Inside Elon Musk's $1.4B score” ↗What Penelope mentions is not necessarily true. The interview candidate can give a number an set the bar at the high end. Read Bargaining for Advantage by G Richard Shell -- this has more info on what I am talking about and is probably the only book you need on the subject.
on “Brazen Careerist: Answering the toughest interview question” ↗As a sort of sequel to "Getting to Yes", I recommend Shell's "Bargaining for Advantage": http://www.amazon.com/Bargaining-Advantage-Negotiation-Strat...
on “Ask HN: What to do in an equity disagreement in a startup” ↗Bargaining For Advantage by G. Richard Shell (http://www.amazon.com/dp/0143036971/) and 3D Negotiation by David Lax and James Sebenius (http://www.amazon.com/dp/1591397995/) are even better than Getting to Yes, IMO.
on “When to Make the First Offer in Negotiations” ↗If you're looking to read up on negotiation, "Getting to Yes" (mentioned by Jacques) is good but a bit warm/fuzzy. For a first book, try Wharton prof Richard Shell's Bargaining for Advantage: http://www.amazon.com/Bargaining-Advantage-Negotiation-Strat...
on “Getting to 'No'” ↗Bargaining for Advantage : Negotiation Strategies for Reasonable People The Righteous Mind: Why Good People Are Divided by Politics and Religion Lies my teacher told me : everything your American history textbook got wrong…
on “Ask HN: What books have made the biggest impact on your mental models?” ↗Books I liked: - Bargaining For Advantage (https://www.amazon.com/Bargaining-Advantage-Negotiation-Stra...) - Negotiation Genius (https://www.amazon.com/Negotiation-Genius-Obstacles-Brillian...) - Getting To Yes (https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Wit...)…
on “About Google's approach to research publication – Jeff Dean” ↗…Ferrazzi, 2nd edition 2014 Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury, 2011 edition Getting Past No: Negotiating in Difficult Situations by William Ury Bargaining for Advantage by Richard Shell, 2nd edition 2006 Thinking Strategically by Avinash Dixit and Barry Nalebuff Nonviolent Communication: A language of life by Marshall Rosenberg, 2015 edition The Effective Executive…
on “Ask HN: What are some must read books?” ↗