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Negotiation Genius
How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
by Deepak Malhotra, Max Bazerman
List Price: 26.00
Price: 17.16

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Hardcover: 352 pages
Publisher: Bantam (September 25 2007)
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Read an Excerpt

Chapter 1: Claiming Value in Negotiation : Part 1
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

Chapter 1: Claiming Value in Negotiation : Part 2
Apart from being the highest offer you have received, this deal interests you because of Quincy Developments' reputation for bargaining in good faith. While this gives you some confidence that the offer is reasonable, you are not necessarily ready



Book Description

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.

About the Author

Deepak Malhotra

Deepak Malhotra is an associate professor at the Harvard Business School, where he teaches negotiation in the MBA program, the Advanced Management Program, and the Owner/President Management Program, in addition to providing negotiation consulting and training for businesses worldwide..

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Max H. Bazerman

Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the author of Negotiating Rationally and Judgment in Managerial Decision Making, each of which has sold more than 100,000 copies..