Summary of Negotiation Genius

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

Bantam, more...

Buy the book

Negotiation Genius book summary
Sure, you know how to negotiate – but are you a negotiation genius?

Rating

8 Overall

10 Applicability

8 Innovation

9 Style

Recommendation

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.

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
 

Summary

What Is “Negotiation Genius”?
Negotiation geniuses are able to overcome marked obstacles and achieve striking success. You might be tempted to think that they are really talented at negotiation – and that it is a talent someone either has or doesn’t have. The reality is that negotiation...
Get the key points from this book in less than 10 minutes. Learn more about our products or log in

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.


Comment on this summary

More on this topic

By the same authors

Contained in Knowledge Pack:

  • Knowledge Pack
    Negotiation
    Savvy negotiators go for the win-win – or if that fails, they go for the jugular.

Customers who read this summary also read

More by category