Getting to Yes by Fisher, Ury, and Patton
Many of these suggestions are like those offered above by various professionals. While they might be considered tricks to gain an advantage, they also imply that the person using these tricks must truly believe that they will work. Nothing in this book indicates that these "tricks" will be effective without a good attitude on the part of the negotiator.

In the course of this book, the authors address a number of issues of importance to those involved in negotiating, and all of their suggestions are intended to allow the individual to maintain his or her position while bringing others around to their point of view. They offer advice on specific problems, such as when the people on the other side can be considered the problem to be overcome, or when the other side is more powerful, refuses to play by the rules, or resorts to "dirty tricks." The advice is detailed and could be very useful to those involved in difficult negotiations. The distinction made between soft and hard bargaining is interesting and could point to real differences between different types of negotiation and different ways of succeeding in a negotiation. As the title of the book indicates, the goal is to gain agreement and not to be so hard as to prevent agreement with the other side. The approach of this book is practical rather than theoretical, offering advice on how to succeed, and so can be considered normative

 
 
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