Negotiation Genius

Negotiation Genius

5.0 1
by Deepak Malhotra, Max Bazerman
     
 

ISBN-10: 055380488X

ISBN-13: 9780553804881

Pub. Date: 09/25/2007

Publisher: Random House Publishing Group

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

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Overview

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.

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Product Details

ISBN-13:
9780553804881
Publisher:
Random House Publishing Group
Publication date:
09/25/2007
Pages:
352
Product dimensions:
6.30(w) x 9.32(h) x 1.20(d)

Table of Contents


Introduction: Becoming a Negotiation Genius     1
The Negotiator's Toolkit     13
Claiming Value in Negotiation     15
Creating Value in Negotiation     50
Investigative Negotiation     83
The Psychology of Negotiation     103
When Rationality Fails: Biases of the Mind     105
When Rationality Fails: Biases of the Heart     125
Negotiating Rationally in an Irrational World     139
Negotiating in the Real World     157
Strategies of Influence     159
Blind Spots in Negotiation     177
Confronting Lies and Deception     196
Recognizing and Resolving Ethical Dilemmas     219
Negotiating from a Position of Weakness     236
When Negotiations Get Ugly: Dealing with Irrationality, Distrust, Anger, Threats, and Ego     257
When Not to Negotiate     280
The Path to Genius     296
Glossary     305
Notes     311
Acknowledgments     321
Index     325
About the Authors     341

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Negotiation Genius 5 out of 5 based on 0 ratings. 1 reviews.
Anonymous More than 1 year ago
I have read this book over and over again. It is a reference book for whenever i have a negotiation coming up. It is incredible useful not only in business but personally as well.