谈判尺度是博弈双方为达成谈判目标，避免陷入谈判僵局，而应把握的分寸。拉塞尔融合了生动的逸事和社会科学实验，还有心理学、经济学和博弈论等不同领域的知识，提出谈判的五大工具，以使谈判者掌握平衡进退的技巧。
工具一：谈判区间——在设定的谈判区间内进行谈判，以免使谈判陷入僵局。
工具二：说服——通过了解对方的需求点和关注点，包括对参考点和锚定点的依赖、损失厌恶、乐观偏差等信息，说服对方。
工具三：交易设计——增加或删减一些合作条款来使双方受益，这样就消除了“固定蛋糕偏见”。
工具四：谈判权——迫使对方按对你相对有利的条件达成协议。
工具五：公平规范——提供让谈判双方都能感觉满意，从而达成协议的框架。
这是一本很棒的书，发人深省、引人入胜、幽默，理论与实践完美结合。你会发现这些工具在方方面面——处理家庭关系、职场交流、商务谈判等——都很重要。
The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis * Persuasion * Deal Design * Power * and Fairness Norms.
Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy reader can implement immediately:
· Tool #1, Bargaining Zone Analysis, enables you to identify the range of agreements that will benefit both parties.
· Tool #2, Persuasion, convinces your counterpart that reaching an agreement will benefit them more than they otherwise would have recognized, making them willing to give you more.
· Tool #3, Deal Design, structures the agreement in ways that increase its value to both parties.
· Tool #4, Power, forces your counterpart to agree to terms relatively more desirable to you.
· Tool #5, Fairness Norms, enables you to seal a bargain that both parties can feel good about.
From negotiating the price of a used car to closing a multimillion-dollar merger, Korobkin meticulously explains how to answer the following questions that arise in every negotiation: Should you make the first offer or let the other side go first? What makes some proposals seem more fair than others? How do you decide whether to accept an offer, reject it, or make a counteroffer? When should you propose an unusual agreement structure? What steps can you take to make a bluff believable?
Readers will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity. Intuitively accessible and reassuringly persuasive, The Five Tool Negotiator promises to be a classic in the art of bargaining strategy.
