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Chapter Overview
Chapter 1: AudiobookHub 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.
Description
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
- Businesspeople whose work involves negotiating
- Dealmakers looking to improve their bargaining skills
- Fans of self-improvement and corporate strategy