The Five Tool Negotiator

The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsive readable account for anyone anywhere looking to improve their dealing skills — from the flea market to the C-suite. Honed by decades of experience, renowned UCLA law professor Russell Korobkin breaks the negotiation process down into five easily accessible steps: Bargaining, Zone Analysis, Persuasion, Deal Design, Power, and Fairness Norms. Along the way, concepts from the disparate fields of psychology, economics, and game theory are brought to life through fascinating anecdotes and social science experiments. "Well-researched and lively" (G. Richard Shell, author of Bargaining for Competitive Advantage), this game-changing, universal approach promises to change the art of bargaining strategy.

• Tool #1 Bargaining Zone Analysis
1. A Tale of Two Pitchers
2. Decision Analysis 101
3. Advanced Decision Analysis I: Investigating Plan B
4. Advanced Decision Analysis II: Comparing the Differences
5. The Other Side of the Bargaining Room
6. Then What?
7. Who Goes First?
• Tool #2 Persuasion
8. We Are All Salespeople
9. Thinking Fast
10. Two Sides of the Same Coin
11. One Size Doesn't Fit All
12. Compared to What?
13. Dropping Another
14. Losses versus Gains
15. Rose-Colored Glasses
16. Prominence and Probability
17. Following the Crowd
18. Wanting What We Can't Have
19. Preferences about Preferences
20. The Likability Bonus
• Tool #3 Deal Design
21. Creativity in Negotiation
22. Wine, Wool, and the Wealth of Nations
23. Roulez les Bon Temps
24. Divide and Subtract
25. Logrolling
26. Solving the "Lemons" Problem
27. Discouraging Shirking
• Tool #4 Power
28. Hard Bargaining at the Olympics
29. A Beautiful Mind
30. Bluffing
31. Playing "Chicken"
32. Reputation and Rationality on the High Seas
33. Warm Lemonade and the Power of Patience
• Tool #5 Fairness Norms
34. Ultimatum and Dictators
35. Distributive Justice
36. Convention
37. The Role of Market Price
38. Points of Comparison
39. Dancing through the Bazaar
40. Where You Stand Depends (Sometimes) on Where You Sit
• Using the Toolkit
41. A Complete Set of Tools
42. Using the Five Tools Together: An Example
43. The Orientation Decision
44. Negotiation as a Prisoner's Dilemma
45. Who and When to Trust
46. Trust-Building Strategies
47. The Importance of the Stakes
• CODA
48. How to Continually Improve Your Skills