The Five Tool Negotiator The Complete Guide to Bargaining Success 1st Edition by Korobkin Russell ISBN 1631490206 9781631490200

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Product details:
ISBN 10: 1631490206
ISBN 13: 9781631490200
Author: Korobkin Russell

“A must-read for lawyers, business people, and other professionals wanting helpful negotiation advice.” -Robert Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight

“As social creatures, we are always trying to influence each other. Russell Korobkin’s book lays out five techniques that anyone can use to ensure you get what you want and leave enough on the table so others win, too. The book moves quickly, is full of examples, and provides step-by-step actionable instructions to help you negotiate anything. Everyone needs this book.” -Paul J. Zak, author of Trust Factor: The Science of Creating High-Performance Companies

From leading negotiation expert Russell Korobkin comes this revelatory guide that distills the keys to bargaining into five simple-yet-sophisticated tools that anyone can master.

The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis * Persuasion * Deal Design * Power * and Fairness Norms.

Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy reader can implement immediately:

· Tool #1, Bargaining Zone Analysis, enables you to identify the range of agreements that will benefit both parties.
· Tool #2, Persuasion, convinces your counterpart that reaching an agreement will benefit them more than they otherwise would have recognized, making them willing to give you more.
· Tool #3, Deal Design, structures the agreement in ways that increase its value to both parties.
· Tool #4, Power, forces your counterpart to agree to terms relatively more desirable to you.
· Tool #5, Fairness Norms, enables you to seal a bargain that both parties can feel good about.

From negotiating the price of a used car to closing a multimillion-dollar merger, Korobkin meticulously explains how to answer the following questions that arise in every negotiation: Should you make the first offer or let the other side go first? What makes some proposals seem more fair than others? How do you decide whether to accept an offer, reject it, or make a counteroffer? When should you propose an unusual agreement structure? What steps can you take to make a bluff believable?

Readers will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity. Intuitively accessible and reassuringly persuasive, The Five Tool Negotiator promises to be a classic in the art of bargaining strategy.

25 charts and diagrams

The Five Tool Negotiator The Complete Guide to Bargaining Success 1st Edition Table of contents:

Tool #1 Bargaining Zone Analysis

1. A Tale of Two Pitchers

2. Decision Analysis 101

3. Advanced Decision Analysis I: Investigating Plan B

4. Advanced Decision Analysis II: Comparing the Differences

5. The Other Side of the Bargaining Zone

6. Then What?

7. Who Goes First?

Tool #2 Persuasion

8. We Are All Salespeople

9. Thinking Fast

10. Two Sides of the Same Coin

11. One Size Doesn’t Fit All

12. Compared to What?

13. Dropping Anchor

14. Losses versus Gains

15. Rose-Colored Glasses

16. Prominence and Probability

17. Following the Crowd

18. Wanting What We Can’t Have

19. Preferences about Preferences

20. The Likability Bonus

Tool #3 Deal Design

21. Creativity in Negotiation

22. Wine, Wool, and the Wealth of Nations

23. Roulez les Bon Temps

24. Divide and Subtract

25. Logrolling

26. Solving the “Lemons” Problem

27. Discouraging Shirking

Tool #4 Power

28. Hard Bargaining at the Olympics

29. A Beautiful Mind

30. Bluffing

31. Playing “Chicken”

32. Reputation and Rationality on the High Seas

33. Warm Lemonade and the Power of Patience

Tool #5 Fairness Norms

34. Ultimatums and Dictators

35. Distributive Justice

36. Convention

37. The Role of Market Price

38. Points of Comparison

39. Dancing through the Bazaar

40. Where You Stand Depends (Sometimes) on Where You Sit

Using the Toolkit

41. A Complete Set of Tools

42. Using the Five Tools Together: An Example

43. The Orientation Decision

44. Negotiation as a Prisoner’s Dilemma

45. Who and When to Trust

46. Trust-Building Strategies

47. The Importance of the Stakes

Coda

48. How to Continually Improve Your Skills

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