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

Deepak Malhotra and Max H. Bazerman

Bantam,  September 2007

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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. Learn what sets negotiation geniuses apart, including knowing 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

hardcover | ISBN: 9780553804881 | Publication Date: September 2007

Reviews:
"Insightful analysis with clear, practical, and ingenious recommendations."
--William Ury, coauthor of Getting to Yes and author of The Power of a Positive No