Reading for Entrepreneurs
July 30, 2008
Venture Hacks has a series titled Books for Entrepreneurs. Their first post points to a great book by Richard Shell titled, Bargaining for Advantage. From their post:
“Our first book is Bargaining for Advantage by G. Richard Shell. Richard is a professor at Wharton and this is my favorite negotiation book period. It synthesizes the principled negotiation of Getting to Yes with the psychology of persuasion in Influence. Jim Pitkow recommended this book while we were raising Songbird’s Series A. Since then, I have referred to it again and again while writing posts for Venture Hacks and answering questions from entrepreneurs. Make sure you don’t read this book if these questions are irrelevant to you: Should I be the first to open? Should I open optimistically or reasonably? What sort of concession strategy works best?”
