Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills Deepak Malhotra, Max H. Bazerman. Negotiation Genius has ratings and 90 reviews. Negotiation Genius by Deepak Malhotra and Max Bazerman from Harvard Business School professors. Malhotra, Deepak, and M. H. Bazerman. Negotiation Genius. Bantam Books, (Winner of International Institute for Conflict Prevention and Resolution.

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Aug 04, Bob Selden rated it really liked it. Seek to reconcile interests, not demands 3.

I arrived at this book through the earlier work of Max Bazerman on cognitive biases, “Judgment in Managerial De I’d like to give the book 3. I arrived at this book through the earlier work of Max Bazerman on cognitive biases, “Judgment in Managerial Decision-Making,” a slim yet dense text that delved deeply into the theory that underlines much of Negotiation Genius, which provides relatively few glimpses of the more interesting to me cognitive subtext.

A very good book for acquiring a methodology This is a great book. Cite View Details Find at Harvard. Dec ans, Jonathan rated it it was amazing. Mallhotra Fight Over Exclusivity Representatives of a Fortune company had been negotiating the purchase of a new product ingredient from a small European supplier.

Never mind, you and I will become all the better for applying our investigative skills to our future negotiations. Deepak’s professional activities include training, consulting, and advisory work nebotiation firms across the globe in dozens of industries. Oct 10, Kristin Lieber rated it it was amazing.

In fact, even the brightest of executives fall victim to four critical, systematic bzzerman on a regular basis: Deepak MalhotraMax Bazerman Limited preview – Aug 08, sadiq rated it it was amazing. Negotiation courses are also tremendously popular in law schools and schools of public policy and government.


Wonderful book, changed my mindsl-set regarding how to negotiate, how to prepare for significant negotiation, and how to reach a win-win situation. This book is a must read.

Best alternative to negotiated agreement Reservation value: Written by a pair of Harvard professors, Genius walks the reader through key principles of successful negotiating Lose a couple contracts so you can keep your margin and it evens out Increase your strength by building coalitions, unions They may need you to survive romania and communism Understand and attack the source of their power planned parenthood has people make donations based on the number of protesters Give information away which could be used against you being weak is unavoidable stick to your fundamentals of prep work and careful strategy planning Chapter People are more willing to bet on their likelihood of winning a competition than otherwise Approach every negotiation as a mystery to be solved and make it a point to carefully identify your assumptions Chapter A great framework on negotiations methods.

Even if you’ve done a lot of negotiating, you’ll probably pick us some valuable ideas and insights from this book. Deepak MalhotraMax H. The campaign was tough; every day seemed to present new challenges. Drawing on decades of behavioral research plus the experien 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.

He made no substantive concessions, nor did he threaten the small firm.

Negotiation Genius

They were shocked when the European firm still refused to provide exclusivity! Thanks for telling us about the problem. My library Help Advanced Book Search. Interesting perspectives negotiation tactics and how to develop a great deal. Why, then, do so many people continue to negotiate ineffectively? Understand the difference between selling and negotiating. Provide a justification for your offer.

Calculate your reservation value your walk away point. May 28, Benjamin rated it really liked it.


Negotiation Genius – Book – Harvard Business School

Create common ground with uncommon allies 4. No trivia or quizzes yet. 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.

Jul 30, Tigran Mamikonian rated it it was amazing Recommended to Tigran by: I have the audible version – very very good book. Find at Harvard Read Now.

The observat Fascinating examination of negotiation tactics and strategy The breadth of situations presented here is notable. Dealing with Irrationality, Distrust, Anger, Threats and Ego Cuban missile crisis, both sides desperately needed a way to save face publicly Be very careful in labeling someone irrational.


Because in our increasingly complex, diverse, and dynamic world, negotiation is being seen as the most malhotrx and effective mechanism we have for allocating resources, balancing competing interests, and resolving conflicts of all kinds. Return to Book Page. Deepak MalhotraMax H. Really enjoyed the part about how to make the pot bigger and get away from negotiated for a specific result.

And, in all likelihood, you know who the negotiation geniuses are in your organization. The biggest difference between this book and snd Negotiations, also another book by HBS, released just a year prior, is its abundance of clear and relevant examples.

Books on Tape Imprint: 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.