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

ISBN-10: 0553384112

ISBN-13: 9780553384116

Edition: N/A

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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 Geniuswill 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.

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Book details

List price: $18.00
Publisher: Random House Publishing Group
Publication date: 8/26/2008
Binding: Paperback
Pages: 352
Size: 6.00" wide x 9.00" long x 0.50" tall
Weight: 0.990
Language: English

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.

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 ofNegotiating RationallyandJudgment in Managerial Decision Making. From the Hardcover edition.

Introduction: Becoming a Negotiation Genius
The Negotiator's Toolkit
Claiming Value in Negotiation
Creating Value in Negotiation
Investigative Negotiation
The Psychology of Negotiation
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
The Path to Genius
Glossary
Notes
Acknowledgments
Index
About the Authors
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