The Power of Bargaining by G. Richard Shell is the ideal gift book for novice and experienced negotiators alike. The book is a primer on bargaining and on principles of good negotiation. The ten principles presented in the book serve as the basis for a sound bargaining strategy. It is not so much about the techniques or strategies used during bargaining but about the overall principle behind it – which is to get more for less. The ten principles outlined in this book provide a clear outline of what bargaining is all about and how it can be both productive and detrimental to reach an agreement.
Principles of Difference: The power of difference is one of the ten principles of bargaining. According to these principles, you cannot always get what you bargain for. Bargaining is just a game of risk management. Sometimes there is a greater chance that what you want will not actually come to fruition, while other times, you may need to walk away from the table with a net gain that is very attractive. Sometimes what appears to be a losing proposition, in the beginning, becomes quite advantageous in the end. You just need to be able to identify these situations.
The principles of opportunity and response: The principles of opportunity and response are related to bargaining. They help identify both opportunities and reactions to opportunities in the bargaining process. They are not, however, static principles. Each principle is relatively easy to understand and implement, but they are subject to change with circumstances because they are not rules. In the business world, for example, these principles are often adjusted to consider the risks involved with new products and new approaches to the same problems. Bargaining skills do indeed change with circumstances.
The use of bargaining techniques and strategies: A good discussion of the principles of bargaining can also consider the use of bargaining techniques. There are many different types of bargaining techniques and strategies that are appropriate in certain situations. It is important to know when a particular strategy or tactic is appropriate and how it relates to the nature of the problem at hand or the bargaining strategy being employed.
The negotiation game: The principles of opportunity and response are also related to the negotiation game. In the negotiation game, you usually try to achieve an advantage through skill and/or strategy. You may be trying to close a deal by using subtle persuasion. You may be trying to seal a deal by using threats or by promising something worth more than what is actually offered. In the bargaining game, one person is generally trying to obtain something less than the other party is willing to give up. Another person is usually trying to obtain something equal to or greater than what the other party is willing to give up.
Bargaining techniques and strategies can also include trying to obtain better prices for products. This can help you save money in some cases, but the real issue is that you are always trying to obtain some advantages for yourself in the bargaining game. In many cases, one person is clearly seeking some advantage, and the other is making an equal offer. The negotiator who is offering the better price is clearly seeking some sort of advantage. However, the person seeking the advantage in the deal does not offer any advantages or benefits in return.
The two people involved in the bargaining process should be clear about what they are looking for in the other party before entering it. They should also understand what the other party is looking for in them and what they can provide. It is very important for the person who is the negotiator to be in a position of leadership and to be clear about their expectations from the other party. The person who is being offered the concession must also understand that the concession is negotiable and will provide some advantages and benefits in return. Negotiation tactics are often based on these two principles.
A great deal of research has gone into the development of negotiation techniques by G. Richard Shell. His main aim was to show how easily the mind can be influenced by correctly using techniques that alter the way one perceives something. The person being controlled by the techniques may not immediately see it as a threat and may well see it as a plus because it opens up the opportunity for them to receive a greater amount of something they already possess. The negotiator needs to remember that they are playing a mind game, which is an essential element of the game. Bargain techniques by G. Richard Shell can easily be used by anyone to gain the best possible result.