Bargaining for Advantage - Masters of Negotiation

The video discusses key takeaways from Richard Schell's book 'Bargaining for Advantage'. It highlights the importance of information-based bargaining, focusing on preparation, listening, and non-verbal cues. Understanding both your own and the other party's psychology is crucial to avoid emotional decisions. Crafting agreements involves reciprocity, while leverage is about perceived advantage. Closing negotiations can be challenging, but tactics like the scarcity effect and over commitment can help. The book is recommended for managers and executives seeking practical negotiation advice.

What are the three tactics that information based bargaining focuses on?

Why is it important for negotiators to understand their own psychology?

How does reciprocity play a role in crafting a good agreement?

What is the difference between perceived advantage and real advantage in negotiation leverage?

What are the two primary tactics proposed by Richard Schell to help close a negotiation effectively?