G. Richard Shell

In Bargaining for Advantage author G. Richard Shell provides a thorough review of the negotiation process, from preparation to closing, but for me personally the singularly best piece of advice was this bit of wisdom: "Those who expect more get more." I come from a world of tempered expectations and playing nice, which as Shell points out is a relativity weak disposition to negotiate from. We all tend to get exactly what we expect from life and research further confirms this is true. What someone sees as entitlement, and all the negativity associated with that word, another sees it as self-esteem and of being assertive. Food for thought.

In general, there's so much misinformation and anxiety associated with the act of negotiation that many don't take full advantage of their options or they avoid bargaining altogether. According to the author, successful negotiation is 90% preparation. It's like taking a test. If you don't study, then you're just flying blind.… (més)