Bargaining for Advantage: Negotiation Strategies for Reasonable People

What is common among Donald Trump, Benjamin Franklin, J. P. Morgan, Sony's Akio Morita, your boss, your customer and your daughter?They will all bargain with you for things they need and more importantly, for things you need from them.Rchard Shell's practical, easy to understand book lays the intriguing art of negotation bare. Unlike other "coaches", Shell invokes real examples of multi billion dollar deals to get his point across and this is what sets this book apart. You will not see just what needs to be done but also how to do it. Shell serves you the bargaining do's and don'ts hot from the negotiating tables of legendary leaders of our times as well of past. We hear how Benjamin Franklin and Mahatma Gandhi negotiated their way into the system that was unbiased and unjust and managed to use it to their advantage.We see how Sony became a household brand because Morita said no to a deal of a lifetime when he thought he wan't getting a good deal.Shell starts with fundamentals, 6 of them, to help you realize your style of bargaining and best strategy according to your style. He gets into leverage and strategy and then explains 4 principles that will guide you through the actual process of negotiation. He even provides a chart for you to maintain, if you think you are confused or nervous. With the tools available in this book, and a little practice, you can gain self confidence needed for winning on the negotiation table.

Un libro que nos ayuda a estructurar la negociación y nos da tácticas según la situación para salir mejor posicionados.

3.5 stars rounded up to 4.This book is a pretty good guide that helps you understand many strategies and tactics you can use OR that will be used against you in negotiations. Shell gives many examples of the strategies in tactics in action to help drive the points home.There’s a “personality test” of sorts you can take to understand the type of negotiator you are, which helps guide how you would use the different strategies and tactics.In many ways, this books almost feels like a watered down version of Robert Cialdini’s Influence book, but with a focus on negotiations. In fact, Shell even says in the beginning that his writing of this book was inspired by Influence.I’m not entirely sure this book truly lives up to all its promises, but it is still an informative read.

Enjoyed throughout the entire book

Great book for anyone looking to improve their negotiating skills, whether for personal or business negotiations.