Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
| Author | : | |
| Rating | : | 4.18 (624 Votes) |
| Asin | : | 0553384112 |
| Format Type | : | paperback |
| Number of Pages | : | 352 Pages |
| Publish Date | : | 2017-04-01 |
| Language | : | English |
DESCRIPTION:
"Highly recommended" according to Aubreylin. Wonderful book. It taught me how to be a better negotiator while being an interesting read. I went from being very shy and timid in the world of negotiation to being much more confident in myself.. D. Bhaduri said Excellent intro to negotiation. This book was the underlying text for my business school negotiation class and I have recently re-read cover to cover in preparation for an important professional conversation. Stresses the importance of preparation, seeking multiple dimensions to negotiate across, and finishes with adverse conditions and tips on how to deal with them. Not as naive as other texts that simply coach you to look for "win-win" opportunities. If you are looking for formal training in negotiations this book is the right place to begin.. "First half outstanding." according to Rhys Tague. This is a great book, and very informative. Yet I thought the substance started to fall away after the first half. This was mainly a result of rehashing principles of communication styles and influencing which you will get more from another book. With the principles of BATNA, and ZOPA and so on I thought it covered it perfectly (first-half). The writing style also was easy to read and it was truly enjoyable.
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 moreThis 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 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.Whethe
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. An absolutely brilliant negotiation framework and tool kit of negotiation strategies, compellingly illustrated from extensive real and complex situations. 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 strate
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.From the Hardcover edition.. Deepak has won multiple awards for his research and teaching, including the MBA Class of 2011 Faculty Award at HBS.Max H. Deepak Malhotra is a Professor at the Harvard Business School, where he teaches Negotiation courses to MBA and Executive st