Overview

In a category saturated with breezy, self-help volumes, Russell Korobkin's long-awaited The Five Tool Negotiator stands apart as a revelatory guide for anyone eager to improve their bargaining skills. The nationally renowned author, who has spent three decades studying successful negotiations, now shares five distinct ?tools? that we can all readily utilize: Bargaining Zone Analysis, Persuasion, Deal Design, Power, and Fairness Norms. Drawing on his academic research, Korobkin incorporates lively anecdotes that bring to life concepts from the disparate fields of psychology, economics, and game theory, along with fascinating social science experiments. These invaluable tools can be applied to everyday negotiations and transactions?from consumers hoping to obtain the best price for a used car to executives trying to close a multimillion-dollar deal. Intuitively accessible and reassuringly persuasive, this is a vital guide to mastering the critical skills of negotiation at the social, cultural, and human level.

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9781631490200

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A must-read for lawyers, business people, and other professionals wanting helpful negotiation advice.--Robert Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight As social creatures, we are always trying to influence each other. Russell Korobkin's book lays out five techniques that anyone can use to ensure you get what you want and leave enough on the table so others win, too. The book moves quickly, is full of examples, and provides step-by-step actionable instructions to help you negotiate anything. Everyone needs this book.--Paul J. Zak, author of Trust Factor: The Science of Creating High-Performance Companies Russell Korobkin has long been a leading negotiation scholar and teacher. In this well-researched and lively book, he distills the essential negotiation knowledge that makes the difference between average and excellent performance at the bargaining table. Whether you need to buy a car, ask for a raise, or close on a multimillion-dollar joint venture, this book will guide you to a better deal.--G. Richard Shell, author of Bargaining for Advantage: Negotiation Strategies for Reasonable People

Author Information

Russell Korobkin is a law professor at the University of California, Los Angeles; negotiation trainer; mediator; and author of Negotiation: Theory and Strategy, a leading textbook in the field. He teaches and writes about negotiation, dispute resolution, contracts, and the intersection of law and human behavior.

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