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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond [Paperback]

Deepak Malhotra , Max Bazerman
4.4 out of 5 stars  See all reviews (8 customer reviews)
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Book Description

20 July 2012 0553384112 978-0553384116 Reprint
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.

From the Hardcover edition.

Frequently Bought Together

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond + Getting to Yes: Negotiating an agreement without giving in + Getting Past No: Negotiating With Difficult People
Price For All Three: 20.68

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Product details

  • Paperback: 352 pages
  • Publisher: Bantam Books Inc; Reprint edition (20 July 2012)
  • Language: English
  • ISBN-10: 0553384112
  • ISBN-13: 978-0553384116
  • Product Dimensions: 22.9 x 1.9 x 15.3 cm
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Bestsellers Rank: 25,619 in Books (See Top 100 in Books)

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Front Cover | Copyright | Table of Contents | Excerpt | Index
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Customer Reviews

4.4 out of 5 stars
4.4 out of 5 stars
Most Helpful Customer Reviews
6 of 6 people found the following review helpful
5.0 out of 5 stars An investigative approach to negotiation 23 Jan 2009
"Negotiation Genius" is another book on the subject in a long line of similar books. It is not surprising that the authors, Malhotra and Bazerman are both professors at Harvard Business School, genesis of the most famous book ever on the subject "Getting to Yes" by Roger Fisher, Bruce M. Patton, and William L. Ury

Like "Getting to Yes", this book is simplicity itself. Full of case studies that explain and demonstrate "how to" it provides the reader with five clear principles to apply in any negotiation. The authors use a nice analogy of the crime detective to emphasise their main point - that the best and often the only way to get what you want from a negotiation is to approach the negotiation from an investigative viewpoint rather than assuming you know what the motivation is behind the other party's wants. They argue that most negotiators assume they understand the other party's motivations and therefore don't explore them further. And so, they often get stuck in trying to bargain around their own position rather than looking at the reasons "why?" the other party wants what they want.

Simple, but effective. Like so many good books of its type, it's a shame that the people who really need to apply the principles outlined by Malhotra and Bazerman in "Negotiation Genius" (e.g. our politicians, international trade negotiators and the like) will not be reading and applying their investigative approach. Never mind, you and I will become all the better for applying our investigative skills to our future negotiations.

Bob Selden,
Author, What To Do When You Become The Boss: How New Managers Become Successful Managers
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4 of 4 people found the following review helpful
5.0 out of 5 stars Practical and insightful instruction guide 1 Mar 2009
This is a really fine book on negotiating - the best of some dozen or so I have read. It's really practical in terms of how to say stuff and it opens up lots of angles for approaching that killer negotiation moment
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4 of 4 people found the following review helpful
5.0 out of 5 stars Realistic, detailed negotiation manual 3 April 2008
By Rolf Dobelli TOP 500 REVIEWER
This strong book on negotiation offers a lot that is new and valuable. Authors Deepak Malhotra and Max Bazerman are realistic. They know how often people run on automatic pilot when negotiating, how they can miss opportunities due to bias and narrow vision, and how many common beliefs about negotiation are wrong. They provide tools and strategies that let readers address these failings. They illustrate their insights and advice with many real world examples, large and small. Many of their suggestions are not easy to follow. It takes humility and rigorous honesty to admit your biases, and lots of effort to correct them. But if you're willing to do that kind of work this book will fundamentally improve how well you negotiate. getAbstract recommends it to anyone who is serious about negotiation.
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3 of 3 people found the following review helpful
4.0 out of 5 stars Practical Introduction to Negotiation 8 Dec 2010
Format:Paperback|Verified Purchase
Negotiation Genius is an extremely readable introduction to the world of negotiation. Written by a pair of Harvard professors, Genius walks the reader through key principles of successful negotiating. The authors are acutely aware of the likely audience's need for something tangible and concrete to take away and have explicitly constructed their work to be a toolkit for handling common scenarios.

The use of case studies throughout the book is an excellent way to handle the queries that inevitable arise. The best case study of all concerns the Cuban Missile Crisis which is accompanied by the author's implication that Kennedy was able to think strategically about negotiating even in the face of nuclear annihilation so what is it that another negotiation faces that is really so dangerous. Not all of the case studies work though - the example where one of the authors pays off a bunch of troublemakers to stop them attacking is hardly the height of ingenuity or bravery.

While Negotiation Genius is a textbook, it does not really read like one. The thought process behind negotiation strategy is laid out very effectively. The work begins with an introduction to value creation and capturing, explores the psychology of negotiation including non-rational behaviour, and tackles key real life issues including negotiating from weakness, handling liars etc. The tips are well thought-out and the messaging is generally highly consistent. The underlying theme seems to be securing as much information as possible before, during, and after the negotiation.

Malhotra and Bazerman have a firm belief in the self-interest of being cooperative. Their explanation of providing information in order to receive information makes sense.
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