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brendapike 's review for:
Bargaining for Advantage: Negotiation Strategies for Reasonable People
by G. Richard Shell
This gets my highest compliment: it's practical. The author highlights some good ways to think about negotiating and offers strategies to improve your negotiating style. He really emphasizes that each person has their own style, and trying to negotiate in someone else's style—competitive vs. cooperative, for instance—is not as effective as strengthening your own style. I'm reading this for my Negotiation and Conflict Resolution class, and my professor is emphasizing this book's idea of making a bigger pie instead of fighting for the largest piece of the pie. He calls this the enhanced best deal, and it's really done by sharing information with each other to discover ways that you can make the deal better than either of you could have imagined on your own. Well worth reading for anyone.