Bargaining for Advantage: Negotiation Strategies for Reasonable People 2nd Edition

Author: G. Richard Shell
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by BeetleB   2020-12-07
Books I liked:

- Bargaining For Advantage (

- Negotiation Genius (

- Getting To Yes (

- The Coursera course from the University of Michigan (and not the Yale one).

- Getting Past No (

- Difficult Conversations/Crucial Conversations/Nonviolent Communications

The last bullet (arguably the last two bullets) are about conversation skills, but that is an essential part of negotiations.

I won't claim to be good at this stuff. It takes a lot of effort and practice to change habits you've formed your whole life. But still, I've improved somewhat. What I do think I've become much better at is identifying why someone's efforts succeeded (or in this case, failed).

I would also recommend Influence by Cialdini. It is not a negotiation book at all, but will make much of the material in those books more meaningful if you've read this book.

Books/courses I discourage:

- Never Split The Difference

- The Lynda course (there may be more than one now, but the one I took years ago was bad).

by justlearning   2017-08-19
"looks like it is out of print"

There's a new edition out:

by joshkaufman   2017-08-19
Bargaining For Advantage by G. Richard Shell ( and 3D Negotiation by David Lax and James Sebenius ( are even better than Getting to Yes, IMO.
by nivi   2017-08-19
The last minute request in this article is known as a "nibble". It is a standard negotiation trick.

There are a few solutions:

1. Say no. 2. Ask for a reciprocal concession. 3. Think of a win-win way to get them what they want.

Read "Bargaining for Advantage" for more: