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.
Learning Tools
Reinforce what you learned from Bargaining for Advantage
Mind Map
Bargaining for Advantage
Authentic Strengths
Embrace your natural character
Expectations
Set optimistic but justifiable expectations
Leveraging Norms
Appeal to the other side's standards
Reciprocity & Relationships
Foster fair, reciprocal partnerships
Understanding Motivations
Discover what truly drives the other side
Power of Leverage
Leverage dictates the terms of agreement
Overcoming Impasses
Use objectivity and small steps
Bargaining Ethics
Three distinct ethical schools
Practical Tactics
Use physical props
Quiz — Test Your Understanding
Question 1 of 9
What is the primary advice the book gives regarding a negotiator's personal character?
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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