The book 'Bargaining for Advantage: Negotiation Strategies for Reasonable People' has significantly influenced corporate negotiation strategies and business models. It has debunked the myth that only competitive, cut-throat individuals can be successful negotiators. Instead, it emphasizes the importance of collaboration, good listening skills, and thorough preparation and research. It has taught businesses that understanding the needs and wants of the other party is crucial in negotiations. This has led to a shift in negotiation strategies, with more focus on creating win-win situations rather than dominating the negotiation. The book also provides guidance on when to use negotiation versus influence or persuasion, which has helped businesses make more strategic decisions.
Ever wonder what makes a great negotiator? Read this book summary to learn about the latest social s...
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