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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond | 
 enlarge | Authors: Deepak Malhotra, Max Bazerman
Publisher: Bantam
Category: Book
List Price: $15.00
Buy New: $7.99
You Save: $7.01 (47%)
New (33) Used (8) from $7.45
Rating:  16 reviews
Sales Rank: 46225
Media: Paperback
Edition: Reprint
Pages: 352
Number Of Items: 1
Shipping Weight (lbs): 0.8
Dimensions (in): 9 x 6.1 x 0.8
ISBN: 0553384112
Dewey Decimal Number: 658
EAN: 9780553384116
ASIN: 0553384112
Publication Date: August 26, 2008
Availability: Usually ships in 1-2 business days
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Product 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 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.
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| Customer Reviews: Read 11 more reviews...
Does this book fit your personality? November 27, 2008
Jay Smith
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
If you are by nature punctual, precise, planning, non-aggressive, working significant overtime, always set to get the maximum and needing to feel in control - this book is not for you. However, a book with title similar to "The ability to speak straight" will much more benefit your negotiating abilities and help you be fair in negotiations.
This is a solid book on negotiation September 17, 2008
J. Silberstein (Middletown, NY)
There are already many lengthy reviews, so I'll keep this one short. The most valuable concept in this book is the idea that negotiation is not a zero-sum game; you can create value if you keep your mind open. Must read: analysis about JFK's handling of the Cuban crisis. One could only wish current heads of states read that chapter.
 pretty bright, no genius but bright June 20, 2008
Joseph Booth (Shawnee, KS USA)
2 out of 2 found this review helpful
Having read many negotiation books, this one does an excellent job of discussing the more important yet often missed aspects of negotiation. Like most modern work on negotiation, this one goes beyond the "door to door/used car" tactics of deception and intimidation and recognizes that the best outcome of a negotiation is the next deal. A recommended read for business executives.
Fantastic book and easy read May 28, 2008
AJ
1 out of 1 found this review helpful
I always thought of myself as a pretty good negotiator, but after reading this book, I realized I was leaving a lot on the table. This is one of those books you should absolutely have on your shelf. The advice spans decades, centuries, and beyond and will be good at any point in your life. I have already put the authors' advice into practice in my business AND personal life with positive results.
The only negative thing is your spouse may get annoyed with you as you walk around the house asking "what's the ZOPA?" ;)
Realistic, detailed negotiation manual April 3, 2008
Rolf Dobelli (Luzern Switzerland)
5 out of 5 found this review helpful
This strong book on negotiation offers a lot that is new and valuable. Authors Deepak Malhotra and Max Bazerman are realistic. They know how often people run on automatic pilot when negotiating, how they can miss opportunities due to bias and narrow vision, and how many common beliefs about negotiation are wrong. They provide tools and strategies that let readers address these failings. They illustrate their insights and advice with many real world examples, large and small. Many of their suggestions are not easy to follow. It takes humility and rigorous honesty to admit your biases, and lots of effort to correct them. But if you're willing to do that kind of work this book will fundamentally improve how well you negotiate. getAbstract recommends it to anyone who is serious about negotiation.
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