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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and beyondby Deepak Malhotra
Synopses & 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
From the Hardcover edition.
Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations, from identifying opportunities to overcoming resistance and defusing hardball tactics. 35,000 first printing.
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
About the Author
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.
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.
Table of Contents
Becoming a negotiation genius. The negotiator's toolkit; Claiming value in negotiation; Creating value in negotiation; Investigative negotiation — Negotiating rationally. When rationality fails: biases of the mind; When rationality fails: biases of the heart; Negotiating rationally in an irrational world — Negotiating in the real world. Strategies of influence; Blind spots in negotiation; Confronting lies and deception; Recognizing and resolving ethical dilemmas; Negotiating from a position of weakness; When negotiations get ugly: dealing with irrationality, distrust, anger, threats, and ego; When not to negotiate; Putting it into practice — Glossary.
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