Publisher: Liveright Publishing, 2021, 292 pages
ISBN: 978-1-324-09151-6
Keywords: Sales
The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsive readable account for anyone anywhere looking to improve their dealing skills — from the flea market to the C-suite. Honed by decades of experience, renowned UCLA law professor Russell Korobkin breaks the negotiation process down into five easily accessible steps: Bargaining, Zone Analysis, Persuasion, Deal Design, Power, and Fairness Norms. Along the way, concepts from the disparate fields of psychology, economics, and game theory are brought to life through fascinating anecdotes and social science experiments. "Well-researched and lively" (G. Richard Shell, author of Bargaining for Competitive Advantage), this game-changing, universal approach promises to change the art of bargaining strategy.