Canonical · Negotiation & Persuasion · Book
Bargaining for Advantage
G. Richard Shell · 1999
"Your instinctive negotiation style is a variable, not a constant — and the biggest gains come from diagnosing it and deliberately adjusting it to the situation instead of running the same style everywhere."
A Wharton negotiation professor built his course around a finding students didn't expect: most people negotiate the same way in every situation, whether or not that style fits — and the fix is knowing your default before you walk in.
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The Art of War
"The greatest victories come from winning before the fight starts — through positioning, information, and denying the opponent a fight worth having — not from superior force applied in direct confrontation."
Sun Tzu · BookContinue→