If You're Curious About These Questions...
You should listen to this audiobook
- Have you ever wondered why the person with the most power doesn't always walk away with the best deal?
- What if you could use your opponent’s own standards and values to subtly persuade them to see things your way?
- Are you curious about which negotiation style matches your personality and how it could be the secret to your future success?
Listen to Bargaining for Advantage — Free Audiobook
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Key Takeaways from Bargaining for Advantage
- Discover why embracing your authentic strengths and natural personality, rather than faking an aggressive persona, is the foundational step to becoming a highly effective negotiator.
- Learn the crucial difference between abstract goals and justifiable expectations to bring powerful, fact-based conviction to the bargaining table.
- Master the art of appealing to an opponent's own internal norms and standards to logically obligate them to agree with your requests.
- Understand how thorough research and preparation validate your negotiating stance, transforming ambitious goals into highly achievable outcomes.
- Find out how masterful leaders throughout history, from Mahatma Gandhi to Sony's Akio Morita, successfully used leverage and established rules to secure groundbreaking deals.
Bargaining for Advantage — Full Chapter Overview
Chapter 1: Recommendation
Chapter 2: Better negotiation begins by embracing your authentic strengths.
Chapter 3: The top negotiators set optimistic yet justifiable expectations.
Chapter 4: Appealing to norms helps clinch negotiations.
Chapter 5: Fair, reciprocal relationships are good for negotiating.
Chapter 6: You need to know what drives the other side in a negotiation.
Chapter 7: Leverage is crucial to negotiation.
Chapter 8: A little objectivity plus one small step can get you safely past an impasse.
Chapter 9: There are three distinct schools of bargaining ethics.
Bargaining for Advantage Summary & Overview
Bargaining for Advantage (1999) is a guide to becoming a more efficient and intelligent negotiator. Combining insights from negotiation research with tried-and-tested tactics by some of the world’s leading business experts, this is a book for anyone who wants to improve their bargaining skills.
Who Should Listen to Bargaining for Advantage?
- Businesspeople whose work involves negotiating
- Dealmakers looking to improve their bargaining skills
- Fans of self-improvement and corporate strategy
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