■ The Big Idea
This book is a guide to better negotiation practice, not a substitute for it. It will show that while negotiation is not a rocket science, it is not simple intuition either. No matter who you are, your intuition will fail you in important bargaining situations. To improve, you need to shed your assumptions about the process and open yourself to new ideas. The approach to negotiation this book uses is called Information-Based Bargaining. This approach focuses on three main aspects of negotiation: solid planning and preparation before you start, careful listening so you can find out what the other side really wants, and attending to the "signals" the other party sends through his or her conduct once bargaining gets underway.

■ About the Author
Thomas Gerrity Professor; Professor of Legal Studies and Business Ethics and Management. JD, University of Virginia, 1981; BA, Princeton University, 1971

Research Areas
Negotiation, power and influence in organizations; the psychology of success; commercial arbitration; contracts; legal and political aspects of competitive strategy

Recent Consulting
Negotiation and legal strategy advice for a variety of clients, including firms and individuals in the health care industry, financial services, high tech, family businesses, and investment banking; Designed and taught customized seminars in the United States and abroad for General Electric, Johnson & Johnson, Merck & Co., Morgan Stanley, Fannie Mae, Citibank, Starwood Capital Group, Christies, the United Food and Commercial Workers of America, and the World Economic Forum

Current Projects
Researching a book tentatively titled The Success Seminar: Defining and Achieving Success in Business and Everyday Life.

Academic Positions Held
Wharton: 1986-present (named Thomas Gerrity Professor, 2001; Chairperson, Legal Studies Department, 1995-2000; Pfizer Foundation Term Assistant Professor of Legal Studies, 1986-91). Previous appointment: Brandeis University. Visiting appointment: Harvard University School of Law; Harvard Program on Negotiation
Other Positions
Associate, Hill & Barlow, Boston, 1982-86; Law Clerk, United States Court of Appeals for the First Circuit, Boston, 1981-82; Account Executive and Market Researcher, J.R. Taft Corporation, Washington, DC, 1973-76; Social worker and housing relocation counselor, Washington, DC, 1971-73

Career and Recent Professional Awards; Teaching Awards
1999 Book Award for Excellence for Bargaining for Advantage, CPR Institute for Dispute Resolution; Junior Faculty Award for Excellence, American Business Law Association, 1989; Undergraduate Division Excellence in Teaching Award, 1990, 1991, 2005, 2006; Graduate Division Excellence in Teaching Award, 1993, 1994, 1995; Wharton Executive MBA Program Outstanding Teaching Award 1996; Miller-Sherrerd MBA Core Curriculum Teaching Award, 1996; Executive MBA (WEMBA) Teaching Award for Electives, 1996; WGA Core Curricular Cluster Award, 1996, 1997, 1998, 1999

Representative Publications
(with Mario Moussa)
The Art of Woo: Using Strategic Persuasion to Sell Your Ideas. Portfolio/Penguin 2007.

Bargaining for Advantage: Negotiation Strategies for Reasonable People. 2nd edition, Viking Press/Penguin Books: New York, 2006.

Make the Rules or Your Rivals Will. Crown Business/ Random House: New York, 2004.

밫he Role of Bargaining Style in Public Company Audits,?Journal of Forensic Accounting Vol. 4, pp. 233-248 (2003).

"Using Computers to Realize Joint Gains in Negotiations: Toward and Electronic Bargaining Table." Management Science 43.8 (1997).