Bargaining for Advantage

The book offers a variety of strategies, but I'm curious how the author chose these specific techniques over others. Were they based on personal experience or research?

The case studies felt very practical and grounded. I wonder if the author drew from personal encounters or curated these from different industries.

Most negotiation advice seems to target either aggressive or overly trusting parties. This focus on reasonable people feels different — was there a particular moment or experience that shaped this?