The Five Tool Negotiator: The Complete Guide to Bargaining Success
Russell Korobkin
May 2021 · Gildan Media · Narrated by Jim Denison
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8 hr 9 min
Unabridged
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About this audiobook
The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis, Persuasion, Deal Design, Power, and Fairness Norms.
Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy listener can implement immediately. Throughout the book, Korobkin also meticulously explains how to answer questions that arise in every negotiation, including Should you make the first offer or let the other side go first?; What makes some proposals seem more fair than others?; and How do you decide whether to accept an offer, reject it, or make a counteroffer?
Listeners will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity.
Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy listener can implement immediately. Throughout the book, Korobkin also meticulously explains how to answer questions that arise in every negotiation, including Should you make the first offer or let the other side go first?; What makes some proposals seem more fair than others?; and How do you decide whether to accept an offer, reject it, or make a counteroffer?
Listeners will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity.
About the author
Russell Korobkin is a law professor at UCLA, a negotiation consultant, and the author of Negotiation: Theory and Strategy, the leading textbook in the field. He teaches and writes about negotiation, dispute resolution, contracts, and the intersection of law and human behavior.
Jim Denison is an AudioFile Earphones Award winner and a Society of Voice Arts and Sciences (SOVAS) Voice Arts Award nominee. He has experience as an actor on a variety of television shows and movies, appearing on Netflix, HBO, the National Geographic Channel, and other networks.
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