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

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

Negotiation Genius: How outlet sale to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and discount Beyond online
Negotiation Genius: How outlet sale to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and discount Beyond online__left
Negotiation Genius: How outlet sale to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and discount Beyond online__below

Used - Acceptable: All pages and the cover are intact, but shrink wrap, dust covers, or boxed set case may be missing. Pages may include limited notes, highlighting, or minor water damage but the text is readable. Item may but the dust cover may be missing. This could possibly be an ex-library book. Pages may include limited notes and highlighting, but the text cannot be obscured or unreadable.
See more
Sold by Bay State Book Company and fulfilled by Amazon.
[{"displayPrice":"$11.76","priceAmount":11.76,"currencySymbol":"$","integerValue":"11","decimalSeparator":".","fractionalValue":"76","symbolPosition":"left","hasSpace":false,"showFractionalPartIfEmpty":true,"offerListingId":"UoeniYwWtA1RSq9zVUKud7VLvKZbYguo0kb2vSj9Bx8wRXn3cUtOz8n7mQmO8n9%2B2mCMqst7c09L6wUxfRHsWwoLTIIU38FysyC9ocfAR%2FkqyvOl%2Bgz3ZSTiLBOQtcLPwe6Tyq3KFAc%3D","locale":"en-US","buyingOptionType":"NEW"},{"displayPrice":"$9.50","priceAmount":9.50,"currencySymbol":"$","integerValue":"9","decimalSeparator":".","fractionalValue":"50","symbolPosition":"left","hasSpace":false,"showFractionalPartIfEmpty":true,"offerListingId":"HqmqUYHCy2%2FIZvHmCcX50RjplMelZ8rYjd9fMJkenXl%2BL%2FdnRne7oTdenkExiroQIelIo10sqxY19lCRFoFr0wv7KtQC7bJSF%2Bg0zPI%2BNUtRlUSwX9nQHzj8%2B00JQgTdWdqQrrGZpfcqMlLLpVweoENNgUMaKtcXEEaD6529OQ6NDAYuDxHarbYqbi1wjlLu","locale":"en-US","buyingOptionType":"USED"}]
$$11.76 () Includes selected options. Includes initial monthly payment and selected options. Details
Price
Subtotal
$$11.76
Subtotal
Initial payment breakdown
Shipping cost, delivery date, and order total (including tax) shown at checkout.
ADD TO LIST
Available at a lower price from other sellers that may not offer free Prime shipping.
SELL ON AMAZON
Share this product with friends
Text Message
WhatsApp
Copy
press and hold to copy
Email
Facebook
Twitter
Pinterest
Loading your book clubs
There was a problem loading your book clubs. Please try again.
Not in a club? Learn more
Join or create book clubs
Choose books together
Track your books
Bring your club to Amazon Book Clubs, start a new book club and invite your friends to join, or find a club that’s right for you for free. Explore Amazon Book Clubs
Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.
Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

Frequently bought together

+
+
Choose items to buy together.
Buy all three: $38.35
$11.76
$13.99
$12.60
Total price:
To see our price, add these items to your cart.
Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

Book details

Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

Description

Product 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.

Review

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

About the Author

Deepak Malhotra is a Professor at the Harvard Business School, where he teaches Negotiation courses to MBA and Executive students. Deepak has won multiple awards for his research and teaching, including the MBA Class of 2011 Faculty Award at HBS.

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.


From the Hardcover edition.

Excerpt. © Reprinted by permission. All rights reserved.

Becoming a Negotiation Genius

What is a negotiation genius? Let’s start with the simple observation that you often know a negotiation genius when you see one. You can see genius in the way a person thinks about, prepares for, and executes negotiation strategy. You can see genius in the way a person manages to completely turn around a seemingly hopeless negotiation situation. You can see genius in the way a person manages to negotiate successful deals–consistently–while still maintaining her integrity and strengthening her relationships and her reputation. And, in all likelihood, you know who the negotiation geniuses are in your organization. This book will share with you their secrets. Consider the following stories, in which negotiators faced great obstacles, only to overcome them to achieve remarkable levels of success. But we will not reveal how they did it–yet. Instead, we will revisit these stories–and many others like them–in the chapters that follow, as we share with you the strategies and insights you need to negotiate like a genius in all aspects of life.

A Fight Over Exclusivity

Representatives of a Fortune 500 company had been negotiating the purchase of a new product ingredient from a small European supplier. The parties had agreed to a price of $18 per pound for a million pounds of product per year, but a conflict arose over exclusivity terms. The supplier would not agree to sell the ingredient exclusively to the U.S. firm, and the U.S. firm was unwilling to invest in producing a new product if competitors would have access to one of its key ingredients. This issue appeared to be a deal breaker. The U.S. negotiators were both frustrated and surprised by the small European firm’s reticence on the issue of exclusivity; they believed their offer was not only fair, but generous. Eventually, they decided to sweeten the deal with guaranteed minimum orders and a willingness to pay more per pound. They were shocked when the European firm still refused to provide exclusivity! As a last resort, the U.S. negotiators decided to call in their resident “negotiation genius,” Chris, who flew to Europe and quickly got up to speed. In a matter of minutes, Chris was able to structure a deal that both parties immediately accepted. He made no substantive concessions, nor did he threaten the small firm. How did Chris manage to save the day? We will revisit this story in Chapter 3.

A Diplomatic Impasse

In the fall of 2000, some members of the U.S. Senate began calling for a U.S. withdrawal from the United Nations. Meanwhile, at the United Nations, the United States was on the verge of losing its vote in the General Assembly. The conflict was over a debt of close to $1.5 billion, which the United States owed to the UN. The United States was unwilling to pay unless the UN agreed to a variety of reforms that it felt were long overdue. Most important, the United States wanted a reduction in its “assessments”–the percentage of the UN’s yearly regular budget that the United States was obligated to pay–from 25 percent to 22 percent. The problem was this: if the United States paid less, someone else would have to pay more. There were other serious complications as well. First, UN regulations stipulated that Richard Holbrooke, U.S. ambassador to the UN, had to convince all 190 countries to ratify the changes demanded by the United States. Second, Holbrooke faced a deadline: if he could not strike a deal before the end of 2000, the money set aside by Congress to pay U.S. dues would disappear from the budget. Third, no nation seemed willing to increase its assessments in order for the United States to get a break. How could Holbrooke convince even one nation to increase its assessment when they all claimed this was impossible? As the end of 2000 approached, Holbrooke decided on a different strategy. He stopped trying to persuade other nations to agree to his demands. What he did instead worked wonders:the issue was resolved, and Holbrooke was congratulated by member states of the UN as well as by members of both political parties in the U.S. Congress. How did Holbrooke resolve this conflict? We will revisit this story in Chapter 2.

A Last Minute Demand

The CEO of a construction company was negotiating a deal in which his firm would be contracted to build midsize office buildings for a buyer. After months of negotiations had finally concluded–but just before the contract was signed–the buyer approached the builder with an entirely new and potentially costly demand. The buyer wanted to include a clause in the contract that would require the builder to pay large penalties if the project’s completion was delayed by more than one month. The builder was irritated by this sudden demand; it seemed as though the buyer was trying to squeeze a last-minute concession from him. The builder weighed his options: he could accept the buyer’s demand and seal the deal; he could reject the buyer’s demand and hope this would not destroy the deal; or he could try to negotiate to reduce the proposed penalties. After considering these options, the builder decided on an entirely different approach. He negotiated with the buyer to increase the amount of penalties he (the builder) would have to pay if the project was delayed–and the revised deal made both parties better off. How? We will revisit this example in Chapter 3.

A Campaign Catastrophe


It was 1912, and former president Theodore Roosevelt was campaigning for a third term. The campaign was tough; every day seemed to present new challenges. But here was a challenge that no one had anticipated. Three million copies of Roosevelt’s photograph had already been printed for circulation with a campaign speech when Roosevelt’s campaign manager discovered a catastrophic blunder: the photographer had not been asked permission for the use of Roosevelt’s photograph. To make matters worse, it was soon discovered that copyright law allowed the photographer to demand as much as $1 per copy to use the photograph. Losing $3 million in 1912 would be equivalent to losing over $60 million today. No campaign could afford that. The alternative was almost equally unattractive; reprinting three million brochures would be tremendously costly and could cause serious delays. The campaign manager would have to try to negotiate a lower price with the photographer, but how? The photographer seemed to hold all the cards. The campaign manager, however, had something better: an effective strategy that he used to negotiate an almost unbelievable deal. We will reveal the deal–and the strategy–in Chapter 1. As we hope to persuade you, people are rarely born “negotiation geniuses.” Rather, what appears to be genius actually reflects careful preparation, an understanding of the conceptual framework of negotiation, insight into how one can avoid the errors and biases that plague even experienced negotiators, and the ability to structure and execute negotiations strategically and systematically. This book will provide you with this framework–and with an entire toolkit of negotiation strategies and tactics that you can put to work immediately. As you begin to apply the framework and strategies in the many negotiations you encounter–in business, in politics, or in everyday life–you will begin to build your own reputation as a negotiation genius.

Our Approach

Just twenty-five years ago, courses on negotiation were rarely taught in management schools or in executive education programs. Now they are one of the most sought-after courses in business schools throughout the world. Negotiation courses are also tremendously popular in law schools and schools of public policy and government. Why? Because in our increasingly complex, diverse, and dynamic world, negotiation is being seen as the most practical and effective mechanism we have for allocating resources, balancing competing interests, and resolving conflicts of all kinds. Current and future managers, lawyers, politicians, policy makers, and consumers all want and need to know how to get better outcomes in their negotiations and disputes. Negotiation is, perhaps now more than ever, an essential skill for success in all areas of life. Why, then, do so many people continue to negotiate ineffectively? In our work as educators and consultants, one of the biggest problems we’ve encountered is the pervasive belief that people are either good or bad at negotiation, and little can be done to change that. We could not disagree more. In addition, too many people–including many seasoned dealmakers–think of negotiation as being all art and no science; as a result, they rely on gut instinct or intuition as they negotiate. But gut instinct is not a strategy. Nor is “shooting from the hip” or “winging it.”

We offer a more systematic and effective approach. This approach leverages the latest research in negotiation and dispute resolution, the experience of thousands of our clients and executive students, and our own experience as negotiators, consultants, and educators. It has been challenged and refined in our MBA and executive education courses at the Harvard Business School and in our work with over fifty major corporations in more than twenty-five countries. The resulting framework will help you minimize your reliance on intuition, increase your understanding and use of proven strategies, and achieve superior negotiated outcomes consistently. We also aim to dispel the notion that negotiating effectively is as simple as achieving “win-win agreements.” If you’re like many of the executives we’ve worked with, you’ve had the experience of wanting to bargain in good faith for a mutually rewarding outcome, only to find that the other party is playing hardball, behaving unethically, or negotiating entirely in their own self-interest. Or you may have found yourself negotiating from a position of weakness, dealing with someone who was not sophisticated enough to negotiate effectively, or sitting across from someone who did not have the authority to negotiate the kind of deal you wanted. How does the “win-win” principle help you in these situations? In complex negotiations, which might include multiple parties, great uncertainty, threats of litigation, heightened emotions, and seeming irrationality, it may not even be clear what “win-win” really means. Because such complexities are commonplace, you must deal with them systematically. This book will provide you with the tools you need to do exactly that. In other words, while preserving the virtues of a win-win mind-set, we will help you understand how to strategize effectively when “win-win” won’t save you. Following is a brief outline of what you will find in this book.

Part 1: The Negotiator’s Toolkit


In Part I, we develop a framework that you can use to analyze, prepare for, and execute almost any negotiation you might encounter. Part I also offers a toolkit of comprehensive principles, strategies, and tactics that will help you execute each stage of the deal, from before the first offer is ever made to the final agreement. It turns out that a significant percentage of the million-dollar problems that our executive clients confront have solutions that are contained in these initial chapters. Because we develop the framework and the toolkit methodically, we recommend that you read Part I straight through in the order presented.

Chapter 1: Claiming Value in Negotiation. We begin by focusing on a topic of great importance and appeal to all negotiators: how do I get the best possible deal for my side? We build our negotiation framework by analyzing a straightforward two-party negotiation in which a buyer and seller are bargaining over one issue: price. This chapter covers, among other topics: negotiation preparation, common negotiator mistakes, whether to make a first offer, responding to offers from the other party, structuring your initial offer, finding out how far you can push the other party, strategies for haggling effectively, and how to maximize not only your outcome, but also the satisfaction of both
parties.

Chapter 2: Creating Value in Negotiation.
Here we expand the “claiming value” framework by examining the more difficult–and more critical– task of value creation. A key insight of this chapter is that negotiators who focus only on claiming value reach worse outcomes than do those who cooperate with the other side to improve the deal for both parties. To demonstrate this, we consider a more complex negotiation in which parties are negotiating multiple issues and facing greater uncertainty. This chapter covers topics such as: strategies for value creation, a framework for negotiating efficient agreements, preparing for and executing complex negotiations, how and when to make concessions, how to learn about the other side’s real interests, and what to
do after the deal is signed.

Chapter 3: Investigative Negotiation.
Much of what negotiators must do to create and capture value depends on their ability to obtain information from the other side. This chapter presents a powerful approach to information gathering that we call “investigative negotiation.” The principles and strategies of investigative negotiation will help you discover and leverage the interests, priorities, needs, and constraints of the other party–even when that party is reluctant or unwilling to share this information.

Part II: The Psychology of Negotiation


Even experienced negotiators make mistakes when preparing and executing negotiation strategy. After all, even seasoned dealmakers are human, and all human beings are vulnerable to psychological biases–systematic and predictable departures from rationality–that can derail an otherwise sound negotiation strategy. Part II builds on cutting edge research on the psychology of negotiation and decision-making. We distill theory into the practical tools you will need to avoid these costly mistakes, and to recognize and leverage mistakes when they are made by the other side.

Chapter 4: When Rationality Fails: Biases of the Mind.
In this chapter, we focus on cognitive biases–the mistakes that even the best of negotiators make because of the ways in which our minds operate. As we will illustrate, the human mind is accustomed to taking shortcuts that, while often useful for making decisions quickly, can also lead to disastrous strategic moves in negotiation.

Chapter 5: When Rationality Fails: Biases of the Heart
. Next we look at motivational biases–the mistakes we make because of our desire to view the world the way we wish it were rather than how it truly is. Unfortunately, it is possible to have a weak negotiation strategy and still feel good about yourself and your prospects for success. It is also possible to continue down the wrong path and never allow yourself to discover how and when a change in strategy is critical. Chapter 5 will help you to identify and avoid these potential pitfalls, and to see the world through a more objective and realistic lens.

Chapter 6: Negotiating Rationally in an Irrational World.
Here we offer still more strategies for overcoming your own biases and for leveraging the biases of others. We also explain when it is in your best interest to help the other side be less biased. Why? Because their irrationality often hurts you as well as them.

Part III: Negotiating in the Real World


Finally, we turn to a variety of topics that are all too often ignored in negotiation seminars and books, but which are crucial for success in real-world negotiations. How can you tell if someone is lying? How do you persuade reluctant negotiators to agree to your demands or proposals? How should you negotiate when you have little or no power? How should you incorporate ethical considerations into your negotiation strategy? How should you negotiate with your competitors, opponents, and enemies? As in the first part of the book, our insights and advice on these topics emerge from the experience of thousands of real-world negotiators and from years of systematic and scientific research on negotiation, strategic decision-making, psychology, and economics. Each of these chapters can be read as a stand-alone entity, so feel free to choose first the topics that are most relevant to your situation.

Chapter 7: Strategies of Influence
. It is often not enough to have a good idea, a well-structured proposal, or a great product or service to offer. You also need to know how to sell it to the other side. This chapter presents eight proven strategies of influence that will increase the likelihood that others will accept your requests, demands, offers, and proposals. Note that these strategies do not improve the merits of your case; rather, they make it more likely that the other side will say “yes” without requiring you to change your position. Of course, you will also be the target of the other side’s influence strategies, so we provide detailed defense strategies that will defuse their attempts to manipulate your preferences and interests.

Chapter 8: Blind Spots in Negotiation.
Many negotiators focus too narrowly on a negotiation problem and fail to adequately consider how the context, the decisions of the other side, and the rules of the negotiation game will affect their strategy and their prospects for success. They also miss out on opportunities for changing the rules of the game to achieve better results. In this chapter, we provide specific advice on how to broaden your focus to ensure that you consider all of the elements that might come into play as you negotiate.

Chapter 9: Confronting Lies and Deception.
While many people identify with the notion that “honesty is the best policy,” most people admit to having lied at some point in their negotiations and virtually everyone believes that others have lied to them. In this chapter we address questions such as: What might motivate someone to lie in a negotiation? What are some of the strategic costs of lying? How can you tell if someone is lying? How can you deter people from lying to you? What should you do if you catch someone in a lie? If you are interested in telling the truth, but don’t want to lose your shirt at the bargaining table, what are some smart alternatives to lying?

Chapter 10: Recognizing and Resolving Ethical Dilemmas.
Many people believe that ethics are too personal and idiosyncratic to be discussed broadly or categorically. This is undoubtedly true–to a degree. Yet recent research suggests that people often behave less ethically than they themselves consider appropriate. In other cases, they are not even aware of the damage they are inflicting on others when they pursue certain strategies. And in the shadow of major corporate scandals, there’s a renewed emphasis on maintaining integrity while still achieving negotiation success. We provide a framework for thinking more carefully and comprehensively about these issues.

Chapter 11: Negotiating from a Position of Weakness.
This chapter is about power–and the lack of it. Most negotiators will at some point find themselves in a position of weakness with seemingly few, if any, alternatives. (Indeed, many of our executive students and clients complain that they are always negotiating from a position of weakness vis-à-vis their customers, their boss, or their spouse!) Such negotiations require careful analysis, creative thinking, and insights into how such situations can be turned around. We show how you can effectively negotiate when you lack power, and how you might be able to upset the balance of power so that you move from a position of weakness to a position of strength.

Chapter 12: When Negotiations Get Ugly: Dealing with Irrationality, Distrust, Anger, Threats, and Ego. How do you negotiate when the other side appears to be entirely irrational? How do you negotiate when trust has been lost and the other party is unwilling to come to the table? How can you defuse hardball tactics such as ultimatums and threats? How should you deal with a party that is angry or one that is too proud to admit that their strategy was flawed? Our approach in this chapter recognizes that most important negotiations include at least some of these difficulties and that ignoring them is not only extremely ineffective, but often entirely impossible.

Chapter 13: When Not to Negotiate. There are occasions when negotiation is not the answer. If you have limited power and few prospects for success, you might do surprisingly better by giving up what little power you have. Or, if the costs of negotiating are high, you might want to find cheaper alternatives to making the deal or resolving the dispute. In other instances, negotiation itself may be a barrier to creating the kind of relationship you want with the other side. But what should you be doing instead? In this chapter, we provide you with a framework for distinguishing between the times when you should be playing the negotiation game and the times when you should be changing the game.

Chapter 14: The Path to Genius. Genius in negotiation requires knowledge, understanding, and mindful practice. This book can give you the first and help you with the second, but the third will be largely up to you. We end by considering what happens when you turn the last page and head back into the real world. Which mind-set will maximize your ability to put your learning into practice? What habits will you want to cultivate in the weeks and months ahead? What expectations should you have of yourself and others? How might you help others in your organization negotiate more effectively? A sentiment once expressed by Ralph Waldo Emerson captures the essence of our message: “Man hopes; Genius creates.” When the task is difficult, when obstacles arise, when negotiations are unraveling, and when it looks as if the deal is lost, most negotiators will panic or pray. Negotiation geniuses, in contrast, will only strengthen their resolve to formulate and execute sound negotiation strategy. We hope that this book convinces you to do the latter, and provides you with the insights and tools you will need to negotiate like a genius at the bargaining table–and beyond.

Product information

Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.
UP NEXT
CANCEL
00:00
-00:00
Shop
Text Message
Email
Facebook
Twitter
WhatsApp
Pinterest
Share
More videos
Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

Customers who bought this item also bought

Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

Customer reviews

4.6 out of 54.6 out of 5
582 global ratings

Top reviews from the United States

Hoya Paranoia
5.0 out of 5 starsVerified Purchase
The genius move is reading something worthwhile
Reviewed in the United States on June 22, 2020
I had to read this book for a class. It''s basically the same as every other book on this topic. Lots of common sense things. The HBS spin on this one is that they infuse it with a bunch of pop psychology and social science experiments that have probably failed to... See more
I had to read this book for a class. It''s basically the same as every other book on this topic. Lots of common sense things. The HBS spin on this one is that they infuse it with a bunch of pop psychology and social science experiments that have probably failed to replicate. I think this book, and books like it, are just part of the management consultant perpetual motion machine that seems to account for at least 10-12% of our economy. Management consultants make a tidy living peddling this type of pablum to middle managers whose sole job is hiring management consultants, management consultants eventually are exposed as frauds and take jobs at business schools, students go to business school because they hear management consultant''s make a tidy living, students need books, fraudulent former management consultants/new business school professors write books like this one, students read them, become management consultants, peddle the nonsense they read to credulous middle managers impressed by an MBA from an elite school, and the cycle continues. So enjoy reading this book because it was assigned to you and enjoy putting no fewer than five of the buzzwords you''ll learn into a PowerPoint.
4 people found this helpful
Helpful
Report
D. Bhaduri
5.0 out of 5 starsVerified Purchase
Excellent intro to negotiation
Reviewed in the United States on December 24, 2016
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... See more
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.
20 people found this helpful
Helpful
Report
Miguel Prera
5.0 out of 5 starsVerified Purchase
Excellen negotiation toolkit
Reviewed in the United States on November 21, 2017
It is really a good tool-book to improve negotiation skills at every level and to help create or at least look for additional value. As a non-native English speaker I would also recommend the audio book to help advance easier throigh the book.
3 people found this helpful
Helpful
Report
Ang Chung Yuh
4.0 out of 5 starsVerified Purchase
Good handbook on negotiation strategies
Reviewed in the United States on April 10, 2019
This book lists many useful strategies and tactics that are applicable in many negotiation situations. There is nothing that is truly groundbreaking if you have read other negotiation texts, but it lays down a practical framework for negotiation.
2 people found this helpful
Helpful
Report
Mark Smith
4.0 out of 5 starsVerified Purchase
Great Practical insights.
Reviewed in the United States on December 26, 2018
Although this book is written from a very academic point of view it is surprisingly very practical. There are specific actions outlined that you can learn to set you up for success in any situation. Well worth reading.
4 people found this helpful
Helpful
Report
Rhys
5.0 out of 5 starsVerified Purchase
First half outstanding.
Reviewed in the United States on July 13, 2015
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... See more
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.
6 people found this helpful
Helpful
Report
janetta morris
5.0 out of 5 starsVerified Purchase
AMAZING BOOK! If you want to better yourself in ...
Reviewed in the United States on July 2, 2018
AMAZING BOOK! If you want to better yourself in all aspects of life you need to have tools and I feel this book will give you some of those tools needed to accomplish that!
One person found this helpful
Helpful
Report
Keith M. Fitzgerald
4.0 out of 5 starsVerified Purchase
A Good Compendium of Many People''s Work
Reviewed in the United States on January 20, 2021
Negotiation Genius is a good, clear collection of the work of dozens of people; most of whom worked at the Harvard Negotiation Project and the Program on Negotiation. The main thing it is missing is an Acknowledgement section. Valuable techniques and lessons for... See more
Negotiation Genius is a good, clear collection of the work of dozens of people; most of whom worked at the Harvard Negotiation Project and the Program on Negotiation. The main thing it is missing is an Acknowledgement section.

Valuable techniques and lessons for any negotiator in a business or professional setting.
Helpful
Report

Top reviews from other countries

Alan Jarvie
4.0 out of 5 starsVerified Purchase
Systematic analysis of a very human subject
Reviewed in the United Kingdom on November 14, 2017
Author gives analytical insight into the mindset of the "negotiation genius" - an individual who uses sound reasoning and empathic behaviour to address rules of engagement when negotiating on almost anything. From the HBR camp, sometimes it lacks readability but as a...See more
Author gives analytical insight into the mindset of the "negotiation genius" - an individual who uses sound reasoning and empathic behaviour to address rules of engagement when negotiating on almost anything. From the HBR camp, sometimes it lacks readability but as a reference it''s extremely valuable for all walks of life looking to uncover the key points on how to negotiate.
2 people found this helpful
Report
william archer
5.0 out of 5 starsVerified Purchase
Fascinating examination of negotiation tactics and strategy
Reviewed in the United Kingdom on March 27, 2018
The breadth of situations presented here is notable. The material is densely packed in that each page requires reading and reflection. Skimming will not pay! A second or third reading over time would likely reward further. The major lesson for me was preparation is key,...See more
The breadth of situations presented here is notable. The material is densely packed in that each page requires reading and reflection. Skimming will not pay! A second or third reading over time would likely reward further. The major lesson for me was preparation is key, analysis of both sides of the negotiation required and that creating value is a form of building trust itself an important medium for effective negotiation. The observations about the negotiating skills of a diplomat taught me to look at the wide picture even while focusing on fine levels of detail. I sense negotiation is a signal, a signal that ripples out from the counter parties. This book helped me through a negotiation I was not especially prepared for.
One person found this helpful
Report
Malarchy
4.0 out of 5 starsVerified Purchase
Practical Introduction to Negotiation
Reviewed in the United Kingdom on December 8, 2010
Negotiation Genius is an extremely readable introduction to the world of negotiation. Written by a pair of Harvard professors, Genius walks the reader through key principles of successful negotiating. The authors are acutely aware of the likely audience''s need for something...See more
Negotiation Genius is an extremely readable introduction to the world of negotiation. Written by a pair of Harvard professors, Genius walks the reader through key principles of successful negotiating. The authors are acutely aware of the likely audience''s need for something tangible and concrete to take away and have explicitly constructed their work to be a toolkit for handling common scenarios. The use of case studies throughout the book is an excellent way to handle the queries that inevitable arise. The best case study of all concerns the Cuban Missile Crisis which is accompanied by the author''s implication that Kennedy was able to think strategically about negotiating even in the face of nuclear annihilation so what is it that another negotiation faces that is really so dangerous. Not all of the case studies work though - the example where one of the authors pays off a bunch of troublemakers to stop them attacking is hardly the height of ingenuity or bravery. While Negotiation Genius is a textbook, it does not really read like one. The thought process behind negotiation strategy is laid out very effectively. The work begins with an introduction to value creation and capturing, explores the psychology of negotiation including non-rational behaviour, and tackles key real life issues including negotiating from weakness, handling liars etc. The tips are well thought-out and the messaging is generally highly consistent. The underlying theme seems to be securing as much information as possible before, during, and after the negotiation. Malhotra and Bazerman have a firm belief in the self-interest of being cooperative. Their explanation of providing information in order to receive information makes sense. However, there is one inconsistency that is glaring - the ethics of negotiation are not well covered. Bazerman in particular has a theory about the evils of parasitic value creation. A chapter is devoted to Bazerman''s idea and frankly it reads like a stereotypical academic begging the world to be more liberal and friendly. The ethics discussed are wholly at odds with the fundamental principle laid out in the first chapters of creating and then claiming as much value as possible. Lying in a negotiation is wrong according to Bazerman yet putting in an offer that is clearly unrepresentative of the negotiator''s real position is not only acceptable but required. It is not possible for the academic to have it both ways - either the other side of the negotiation table can be influenced using the tips in this book or the negotiator should focus primarily on doing the right thing by society. Genius is clearly written with hard-nosed American businesspeople in mind. The stereotype is that such people will be ruthless and potentially lacking the breadth of vision to understand that negotiation is often a game of repeated interaction. For those of us who are not so typically hard minded it is less useful to be continually reminded of the need to play the long game. Indeed, for anyone who has background in game theory the principles that Malhotra and Bazerman espouse will generally be quite recognisable. It is only the tips of how to achieve the influence that are different from the underlying decision theory. While it is always easy to find the few flaws, Negotiation Genius is an excellent primer for the world of negotiation. It is not restricted to the simple price negotiation that is really quite easy to understand but instead builds on the range of real-life interactions that exist. While much of the case study material is just about price, it ranges all the way up to multilateral negotiations at the UN. For any negotiator not already steeped in years of experience and study on the matter, Negotiation Genius is a good way to start.
9 people found this helpful
Report
Amazon Customer
5.0 out of 5 starsVerified Purchase
Very helpful and pragmatic
Reviewed in the United Kingdom on April 1, 2020
The author really knows what he''s talking about, each chapter is full of useful & practical guidance you can start implementing straight away. The delivery is very clear and all techniques are backed up by solid examples. Some of the examples and explanations are a little...See more
The author really knows what he''s talking about, each chapter is full of useful & practical guidance you can start implementing straight away. The delivery is very clear and all techniques are backed up by solid examples. Some of the examples and explanations are a little long winded but still one of the best negotiation books out there. I''m still a novice in negotiation but I''ve already started to apply some of the principles taught, and the book has given me much more confidence to negotiate.
Report
Amazon Customer
5.0 out of 5 starsVerified Purchase
Probably one of the best books on Negotiation out there
Reviewed in the United Kingdom on June 9, 2018
Probably one of the best books on Negotiation out there. BATNA, ZOPA.. mean nothing if you don''t understand the background/rationale behind it. Full of examples and anecdotes that get you thinking about the way you have been negotiating until now. Definitely worth buying.See more
Probably one of the best books on Negotiation out there. BATNA, ZOPA.. mean nothing if you don''t understand the background/rationale behind it. Full of examples and anecdotes that get you thinking about the way you have been negotiating until now. Definitely worth buying.
One person found this helpful
Report
See all reviews
Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

Customers who viewed this item also viewed

Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

More items to explore

Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

Pages with related products.

  • collective bargaining
  • harvard business
  • presentation skill
  • presentation skills
  • bantam books
Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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