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 is a professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School. He teaches negotiation in the MBA program and in a wide variety of executive programs, including the Advanced Management Program, the Owner/President Management Program, Changing the Game, Strategic Negotiation, and Families in Business. He has been published in top journals in the fields of management, psychology, and conflict resolution and has won numerous awards for both his teaching and his research. Malhotra has also been widely cited and quoted in the mainstream media and is a regular guest on CNBC s nightly program, "The Big Idea".
Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at Harvard Business School. He is the author and coauthor of many books, including Negotiation Genius.
Norman Dietz, a writer, an actor, and a solo performer, has recorded over 150 audiobooks, many of which have earned him awards from "AudioFile" magazine, the ALA, and "Publishers Weekly". Additionally, "AudioFile" named Norman one of the Best Voices of the Century.