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Bargaining for advantage
Negotiation Strategies for Reasonable People
Book • 1999
This book, written by G. Richard Shell, provides a systematic and step-by-step approach to negotiation.
It outlines six foundations of effective negotiation: your bargaining style, your goals and expectations, authoritative standards and norms, relationships, the other party's interests, and leverage.
The book also details a four-step negotiation process: preparation, information exchange, opening and making concessions, and closing and gaining commitment.
Shell emphasizes the importance of maintaining professional relationships, understanding psychological and cultural factors, and using ethical negotiation tactics.
The book includes real-world anecdotes and is based on the latest research in negotiation and neuroscience.
It outlines six foundations of effective negotiation: your bargaining style, your goals and expectations, authoritative standards and norms, relationships, the other party's interests, and leverage.
The book also details a four-step negotiation process: preparation, information exchange, opening and making concessions, and closing and gaining commitment.
Shell emphasizes the importance of maintaining professional relationships, understanding psychological and cultural factors, and using ethical negotiation tactics.
The book includes real-world anecdotes and is based on the latest research in negotiation and neuroscience.
