Bargaining for Advantage | The Probabilist . com

Bargaining for Advantage December 1, 2006

Posted by The Probabilist in : [Books], Business, Communication, Goals, Personal Growth, Politics, Relationships, Abilities, Investing, Leadership, Speaking , trackback

G. Richard Shell, the author of this book catches your attention by stating that we all negotiate every day with all people we’re in contact with. He offers not only valid principles on the different stages and courses of action during a negotiation, but also many practical real examples where they were used. Among the examples are how Donald Trump, Benjamin Franklin, Mahatma Gandhi, Akio Morita and J. P. Morgan handled different situations to their advantage.

The first part of Bargaining for Advantage describes the six foundations of effective negotiating - your style of negotiation, your goals and expectations, authoritative principles and norms, relations, the other party’s interests and influence. It’s all about equipping the reader with improved ability to prepare oneself for bargaining situations. As I mentioned earlier, you can’t achieve more or perform better than you’re aware of being possible.

The second part then splits the negotiation into four distinct phases or processes - preparation, trading information, openings and concessions as well as closure and carrying out. This is where the six foundations are of practical importance to help you keep your edge at all times. Additionally he touches upon ethical standpoints when negotiating and separating between three sets of rules of what’s morally acceptable to say and not say.

The only thing I found missing, which is an important part of negotiations is what’s considered as true and what’s not. There are moments when two sides simply can’t come to an agreement of what is fact and what is opinion and how valid and accurate they are and to whom. I read this book in Swedish for a course I’m taking. Even though I’m not currently in a life situation where negotiations are a significant part of adding more value, I still found Bargaining for Advantage a worthwhile read. At least I know where to re-discover great answers once the stakes are getting higher.