by G. Richard Shell
Shell argues that effective negotiators start by knowing their own bargaining style, then use six foundations: style, goals, standards, relationships, interests, and leverage. He explicitly built the book as a negotiation complement to social-psychology research, telling readers that the goal is informed self-awareness rather than a single universal tactic.
In this collection, Bargaining for Advantage references 3 other books.
It draws on Influence, The Art of War and How to Win Friends and Influence People.
Scroll down to read the exact passages where other authors reference this book and what they say about it.
The books Shell references and why each one mattered to the argument.
Shell states he was inspired by Cialdini's Influence to write a negotiation book blending social-scientific research with storytelling, and uses Cialdini's reciprocity and consistency throughout the leverage chapters
Draws repeatedly on Sun Tzu's Art of War to frame the role of preparation, information, and timing in competitive bargaining situations
References Dale Carnegie's How to Win Friends and Influence People when describing the relationship foundation and how rapport multiplies bargaining power
No books citing this title yet.
How ideas flow through the citation network. Ancestors are books this title builds on; descendants are books that build on it.
Directly cites
Books from completely different categories that share citation overlap with this one. These are the reads you would not find by browsing a single shelf.
Books with the highest citation overlap within the same categories.
Getting Past No
William Ury
3 shared citations
Tools of Titans
Tim Ferriss
2 shared citations
Awaken the Giant Within
Tony Robbins
2 shared citations
Never Eat Alone
Keith Ferrazzi
2 shared citations
Yes! 50 Scientifically Proven Ways to Be Persuasive
Noah J. Goldstein, Steve J. Martin, and Robert B. Cialdini
2 shared citations
Fanatical Prospecting
Jeb Blount
2 shared citationsThis book and its direct connections. Hover a node to see its title, click to visit.
Hover a node to highlight its connections. Click to open the book page. Node size reflects total citation links.
