Summary of "Bargaining for Advantage"
Negotiation Strategies for Reasonable People
by G. Richard Shell

• Good negotiators know themselves as well as they know their goals.
• Gender and culture affect a person’s negotiating style.
• Although people have individual worldviews, they value similar norms.
• Reciprocity and trust are crucial elements of negotiation.
• Use leverage to exploit the needs and fears of your counterparty.
• However, realize that perception is as powerful as hard fact.
• Open the negotiation if you are in a strong position, so you can establish the range. • Introduce the idea of scarcity to accelerate the final stages.
• Agreement is not the last step in negotiation; commitment is.
• People perpetrate fraud both by misrepresentation and deliberate nondisclosure.

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