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

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

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.


From the Hardcover edition.

网友对Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond的评论

一群人精，把谈判心里和现象琢磨的太透了。难以想象，如果没有经过专业的训练，就跟他们过招的话，会拜得多惨多傻。
好书！
美国人把东西用科学的方法来琢磨的态度和习惯，值得国人借鉴。

非常棒的谈判书，讲解和案例都很好

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.

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.

I'm reserving the final star until i have the chance to try out the techniques...BUT suffice it to say it's good enough that i googled the author when i couldn't sleep, and watched his presentation to a group of his Harvard MBA students. That did NOT help me sleep, but instead energized me. he says some things about honesty in negotiation, increasing pie sizes etc., that i've always intuitively felt..and now i have legit confirmation. Deepak rocks!

Life brings one with opportunities to creat the love, beauty and success at each momen if ones life and it is one responsability to be ready to negocie successfully. In their book, " Negociation Genios," Malhortra and Bazerman stated that to deal successfully one need to be aware of own biases. Those mental traps that cloud one's judgement. The writers suggested no to let cognitive and behaviors biases such as egocentrism, overconfident, irrational, optimism, and the illusion of superiority drive the Negociation to fail. But instead, come prepare, listen actively, ask question, be informed and get information, stay humble, yet firm.

Top negotiation book from a great professor from Harvard.
Simple tools and well written, so that you can apply them on your daily negotiations and also on the most complicated ones.
Absolutely loved it!
Great book!

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