Negotiation Genius

Max H. Bazerman , Deepak Malhotra


In Circulation

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.

Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer.

What sets negotiation geniuses apart? They are the men and women who know how to:

•Identify negotiation opportunities where others see no room for discussion

•Discover the truth even when the other side wants to conceal it

•Negotiate successfully from a position of weakness

•Defuse threats, ultimatums, lies, and other hardball tactics

•Overcome resistance and “sell” proposals using proven influence tactics

•Negotiate ethically and create trusting relationships—along with great deals

•Recognize when the best move is to walk away

•And much, much more

This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

What will you learn from this book

  1. Preparation is Key: Successful negotiation starts long before the actual discussion. Thorough preparation involves understanding the other party's perspective, goals, and potential strategies.

  2. Focus on Interests, Not Positions: Instead of sticking to fixed positions, focus on underlying interests. Understanding what both parties truly want can lead to more creative solutions.

  3. Leverage Information: Information is a powerful tool in negotiation. Gather as much relevant information as possible and use it strategically during the negotiation process.

  4. Create Value: Aim for a win-win outcome by looking for opportunities to create value for both parties. Expand the pie rather than just dividing it.

  5. Build Rapport and Trust: Establishing rapport and trust can facilitate smoother negotiations. Building relationships can lead to more open communication and better outcomes.

  6. Mastering Persuasion and Influence: Understanding how to effectively persuade and influence others is a critical skill in negotiation. This includes using logic, emotion, and framing techniques.

  7. Dealing with Difficult Situations: Learn to navigate difficult situations and handle tough negotiators by staying calm, focusing on interests, and being creative in finding solutions.

  8. BATNA (Best Alternative to a Negotiated Agreement): Knowing your BATNA is crucial. It's your best alternative if negotiations fail, providing leverage and confidence during discussions.

  9. Managing Emotions: Emotions can play a significant role in negotiations. Being aware of emotions, both yours and the other party's, and managing them effectively can lead to better outcomes.

  10. Continuous Improvement: Treat negotiations as a skill that can be honed over time. Reflect on past negotiations, learn from experiences, and continuously improve your negotiation abilities.

Language English
ISBN-10 978-0553804881
ISBN-13 978-0553804881
No of pages 343
Font Size Medium
Book Publisher Bantam Books
Published Date 25 Sep 2007

About Author

Author : Deepak Malhotra

1 Books

Related Books