Shop now Shop Clothing clo_fly_aw15_NA_shoes Shop All Shop All Amazon Fashion Cloud Drive Photos Shop Amazon Fire TV Shop now Shop Fire HD 6 Shop Kindle Voyage Shop Now Shop now
Customer Review

3 of 3 people found the following review helpful
4.0 out of 5 stars Practical Introduction to Negotiation, 8 Dec. 2010
By 
Verified Purchase(What is this?)
This review is from: Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond (Paperback)
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. However, there is one inconsistency that is glaring - the ethics of negotiation are not well covered. Bazerman in particular has a theory about the evils of parasitic value creation. A chapter is devoted to Bazerman's idea and frankly it reads like a stereotypical academic begging the world to be more liberal and friendly. The ethics discussed are wholly at odds with the fundamental principle laid out in the first chapters of creating and then claiming as much value as possible. Lying in a negotiation is wrong according to Bazerman yet putting in an offer that is clearly unrepresentative of the negotiator's real position is not only acceptable but required. It is not possible for the academic to have it both ways - either the other side of the negotiation table can be influenced using the tips in this book or the negotiator should focus primarily on doing the right thing by society.

Genius is clearly written with hard-nosed American businesspeople in mind. The stereotype is that such people will be ruthless and potentially lacking the breadth of vision to understand that negotiation is often a game of repeated interaction. For those of us who are not so typically hard minded it is less useful to be continually reminded of the need to play the long game. Indeed, for anyone who has background in game theory the principles that Malhotra and Bazerman espouse will generally be quite recognisable. It is only the tips of how to achieve the influence that are different from the underlying decision theory.

While it is always easy to find the few flaws, Negotiation Genius is an excellent primer for the world of negotiation. It is not restricted to the simple price negotiation that is really quite easy to understand but instead builds on the range of real-life interactions that exist. While much of the case study material is just about price, it ranges all the way up to multilateral negotiations at the UN. For any negotiator not already steeped in years of experience and study on the matter, Negotiation Genius is a good way to start.
Help other customers find the most helpful reviews 
Was this review helpful to you? Yes No

Be the first person to comment on this review.

[Add comment]
Post a comment
To insert a product link use the format: [[ASIN:ASIN product-title]] (What's this?)
Amazon will display this name with all your submissions, including reviews and discussion posts. (Learn more)
Name:
Badge:
This badge will be assigned to you and will appear along with your name.
There was an error. Please try again.
Please see the full guidelines ">here.

Official Comment

As a representative of this product you can post one Official Comment on this review. It will appear immediately below the review wherever it is displayed.   Learn more
The following name and badge will be shown with this comment:
 (edit name)
After clicking on the Post button you will be asked to create your public name, which will be shown with all your contributions.

Is this your product?

If you are the author, artist, manufacturer or an official representative of this product, you can post an Official Comment on this review. It will appear immediately below the review wherever it is displayed.  Learn more
Otherwise, you can still post a regular comment on this review.

Is this your product?

If you are the author, artist, manufacturer or an official representative of this product, you can post an Official Comment on this review. It will appear immediately below the review wherever it is displayed.   Learn more
 
System timed out

We were unable to verify whether you represent the product. Please try again later, or retry now. Otherwise you can post a regular comment.

Since you previously posted an Official Comment, this comment will appear in the comment section below. You also have the option to edit your Official Comment.   Learn more
The maximum number of Official Comments have been posted. This comment will appear in the comment section below.   Learn more
Prompts for sign-in