Bargaining for Advantage

Bargaining for Advantage

Negotiation Strategies for Reasonable People

Book - 1999
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Baker & Taylor
An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverge points that promote bargaining success. 25,000 first printing. First serial, Inc. Magazine.

Baker
& Taylor

Examines the psychological factors involved in the negotiating process, and describes tactics for using them to one's advantage

Publisher: New York : Viking, 1999
ISBN: 9780670881338
0670881333
Characteristics: xvi, 286 p. : ill. ; 24 cm

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danielestes
Dec 30, 2013

In Bargaining for Advantage author G. Richard Shell provides a thorough review of the negotiation process, from preparation to closing, but for me personally the singularly best piece of advice was this bit of wisdom: "Those who expect more get more." I come from a world of tempered expectations and playing nice, which as Shell points out is a relativity weak disposition to negotiate from. We all tend to get exactly what we expect from life and research further confirms this is true. What someone sees as entitlement, and all the negativity associated with that word, another sees it as self-esteem and of being assertive. Food for thought.

In general, there's so much misinformation and anxiety associated with the act of negotiation that many don't take full advantage of their options or they avoid bargaining altogether. According to the author, successful negotiation is 90% preparation. It's like taking a test. If you don't study, then you're just flying blind.

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