#19 - Pro Tips

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.

This book provides a step-by-step approach to having tough conversations with less stress and more success. It covers how to decipher the underlying structure of difficult conversations, raise tough issues without triggering defensiveness, manage strong emotions, and keep balance regardless of the other person's response. The book is filled with examples from everyday life and addresses issues such as race, culture, gender, power, and communication via technology. It is designed to help readers improve oral communication in personal, professional, and public life.