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
With more than 30 years of experience in metallurgical and mining auditing, Gaudin Award recipient Deepak Malhotra is eminently qualified to write this first book on plant auditing. Since leaving AMAX in 1990, he has been president of Resource Development, Inc., a mining and metallurgy consulting and testing firm. He has served in several SME leadership positions, including chairing several international symposia.
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 is a writer, an actor, and a solo performer. He has also performed frequently on radio and television, and he 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.