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Negotiation Genius - Max Bazerman

Paperback Published: 26th August 2008
ISBN: 9780553384116
Number Of Pages: 352

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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."

Industry Reviews

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 Peopleand 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

"Malhotra and Bazerman are offering a heck of a deal: for a handful of dollars, you can buy a book that invites you into a classroom conversation at the Harvard Business School--an experience that would normally cost fistfuls. This is a classic win-win bargain. No wonder they write so well about 'negotiation genius.'"--David Gergen, former U.S. presidential adviser; Director, Center for Public Leadership, John F. Kennedy School of Government

"Invaluable. Whether in business, politics, or the nonprofit sector, leaders must rely on the power to persuade, and Malhotra and Bazerman unlock the secrets of how to do so strategically, ethically, and successfully."--Bill Shore, Founder and Executive Director, Share Our Strength

"Whether your passion is sports, politics, or business, negotiations are an integral part of your world. Negotiation Genius offers an insightful and entertaining perspective on the negotiation process, plus--even more important-highly effective and relevant advice for conducting negotiations day-to-day."--Andy Wasynczuk, former Chief Operating Officer, three-time Super Bowl champion New England Patriots

"For both the novice and the master, Negotiation Genius is the single, most essential source for the basic understanding of this increasingly important skill set." --Warren Bennis, Distinguished Professor of Management, University of Southern California; coauthor of Judgment: How Winning Leaders Make Great Calls

"If you'll spend 26 bucks and a night or two of reading time, [Malhotra and Bazerman] show you how to dramatically upgrade your negotiating skills. Packed with case studies, their book shows how to spot opportunities, discover hidden information, identify leverage and successfully confront an adversary's dirty tricks."--Newsweek

Introduction: Becoming a Negotiation Geniusp. 1
The Negotiator's Toolkitp. 13
Claiming Value in Negotiationp. 15
Creating Value in Negotiationp. 50
Investigative Negotiationp. 83
The Psychology of Negotiationp. 103
When Rationality Fails: Biases of the Mindp. 105
When Rationality Fails: Biases of the Heartp. 125
Negotiating Rationally in an Irrational Worldp. 139
Negotiating in the Real Worldp. 157
Strategies of Influencep. 159
Blind Spots in Negotiationp. 177
Confronting Lies and Deceptionp. 196
Recognizing and Resolving Ethical Dilemmasp. 219
Negotiating from a Position of Weaknessp. 236
When Negotiations Get Ugly: Dealing with Irrationality, Distrust, Anger, Threats, and Egop. 257
When Not to Negotiatep. 280
The Path to Geniusp. 296
Glossaryp. 305
Notesp. 311
Acknowledgmentsp. 321
Indexp. 325
About the Authorsp. 341
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780553384116
ISBN-10: 0553384112
Audience: General
Format: Paperback
Language: English
Number Of Pages: 352
Published: 26th August 2008
Publisher: Random House USA Inc
Country of Publication: US
Dimensions (cm): 22.9 x 15.5  x 2.0
Weight (kg): 0.34
Edition Number: 1

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