The Five Tool Negotiator: The Complete Guide to Bargaining Success - Hardcover

Russell Korobkin

Hardcover

ISBN 10: 1631490206 ISBN 13: 9781631490200

Publisher: Liveright Publishing Corporation, 2021

Synopsis

Decoded in one volume are the five simple steps that everyone can master to succeed in negotiation.

In a category saturated with breezy, self-help volumes, Russell Korobkin's long-awaited The Five Tool Negotiator stands apart as a revelatory guide for anyone eager to improve their bargaining skills. The nationally renowned author, who has spent three decades studying successful negotiations, now shares five distinct tools that we can all readily utilise: Bargaining Zone Analysis, Persuasion, Deal Design, Power, and Fairness Norms.

Drawing on his academic research, Korobkin incorporates lively anecdotes that bring to life concepts from the disparate fields of psychology, economics, and game theory, along with fascinating social science experiments. These invaluable tools can be applied to everyday negotiations and transactions from consumers hoping to obtain the best price for a used car to executives trying to close a multimillion-dollar deal. Intuitively accessible and reassuringly persuasive, this is a vital guide to mastering the critical skills of negotiation at the social, cultural, and human level.

About this title

About the Author

Russel Korobkin is a law professor at UCLA, negotiation consultant, and author of Negotiation: Theory and Strategy, the leading textbook in the field. He teaches and writes about negotiation, dispute resolution, contracts, and the intersection of law and human behavior.

Edition details

• Publisher: Liveright Publishing Corporation
• Publication date: 2021
• Language: English
• ISBN 10: 1631490206
• ISBN 13: 9781631490200
• Binding: Hardcover
• Number of pages: 256