Negotiation Genius

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

by Max Bazerman and Deepak Malhotra

		Publisher: Copyright © 2007 by Deepak Malhotra and Max H. Bazerman Published by arrangement with The Bantam Dell Publishing Group, a division of Random House, Inc. www.randomhouse.com Pub. Date: 2007 ISBN: 9780553804881 No. pages: 368 Category: Career & Self-Development

In this summary you will learn

How to prepare for negotiations
How to negotiate to claim and create value
How to reduce your biases and make your proposals more appealing

Why you should read Negotiation Genius

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.

About the Authors

Deepak Malhotra teaches negotiation at the Harvard Business School. Max Bazerman, who also teaches there, has written more than 100 articles, and written or co-written more than a dozen books, including Judgment in Managerial Decision Making.

Rating (what is this?)

Overall		(8)
Applicability		(10)
Innovation		(8)
Style		(9)

Level of Expertise (what is this?)

Level

(2)

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