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What are the best quantitative resources on learning negotiation?
by 4weekoldroses 6y ago
What are the best quantitative resources on learning negotiation?
- motohagiography 6y agoI didn't encounter much in the way of quantitative stuff other than DeMesquita's "Logic of Political Survival," and related papers and code, which is what people should understand after they have read the foundational books like Getting To Yes, Influence, Never Split the Difference, the guidebook to negotiations A-Z from The Economist, etc. People who haven't read laterally in it tend to only have one or two tools that have worked for them up to their level. Haggling, bargaining, and auction models aren't really negotiation. Reality is, it's the process of price discovery, often with people who are looking for rules they can break and points of leverage.
- 4weekoldroses 6y agoThanks for this reply. Who is the author of Influence? Also, have you heard anything on salience models?
- dtmooreiv 6y agoRobert Cialdini wrote Influence
- motohagiography 6y agoI have done some private development on salience models and use them informally with spreadsheets. DeMesquita expands on them with his predictioneers model, which there are a few repo's of code for. To understand salience models, I think people need a background in traditional negotiation so that they can have the tools to apply to the model once they develop it. It's the why behind the model. Negotiation overlaps with organizational psychology and business strategy, and these days, political tactics as well, but for someone who doesn't have a background in this and who are the sort of person who still tells recruiters and hiring managers their current/last salary, it's not useful to throw them into the deep end.
- 4weekoldroses 6y agoKiller info, thanks!