Deepak Malhotra & Max Bazerman
Clear and methodical advice for preparing for and executing any negotiation, drawing on decades of behavioral research and the experience of thousands of business clients – Co-winner of the 2008 CPR Award for Excellence in ADR (Outstanding Book Category)
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
Negotiation Genius 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.
“An absolutely brilliant negotiation framework and tool kit of negotiation strategies, compellingly illustrated from extensive real and complex situations. It’s the most comprehensive, wise, practical book on the subject I’ve ever seen.” — Stephen R. Covey, author of The 7 Habits of Highly Effective People and The 8th Habit: From Effectiveness to Greatness
“Few skills in life are as valuable as negotiating—and we can all become better at it. Professors Malhotra and Bazerman show us how, combining insightful analysis with clear, practical, and ingenious recommendations.” — William Ury, coauthor of Getting to Yes and author of The Power of a Positive No
“Shortly after I sat down with Negotiation Genius, I reached for pen and pad and began to make notes. Thirty-five years in the space with hundreds of major negotiations, and this work still has something to teach me. It’s the rare book that I would recommend to people at any experience level. With its engaging blend of real-world stories, intelligent tools, and emphasis on ethics and integrity, it is must reading for all who wish to excel.” — Brian McGrath, Global Vice President, Chief Procurement Officer, Johnson & Johnson Consumer Companies
Negotiation Genius Attributes
| Author: | Max Bazerman and Deepak Malhotra |
|---|---|
| Publisher: | New York: Bantam, 2007 |
