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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
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 experie...more
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 experie...more
Hardcover, 336 pages
Published
September 25th 2007
by Bantam
(first published 2007)
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A "how-to" book for negotiating. The framework is so simple and easy to follow, it could be a cookbook. I hate conflict, I hate negotiating, but if I don't (for example in job-hunting), I could lose big-time. I'm planning to buy this book so I can do it with more confidence and enthusiasm.
Here are my notes:
Negotiation genius is about negotiating successful deals – consistently- while still maintaining integrity and strengthening relationships and reputation...more
Here are my notes:
Negotiation genius is about negotiating successful deals – consistently- while still maintaining integrity and strengthening relationships and reputation...more
Negotiation Genius: Take-Away Points
Introduction: Becoming a negotiation genius
Negotiation genius is a person who manages to negotiate successful deals-consistently- while still maintaining their integrity and strengthening their relationships and reputation.
Fight over exclusivity- supplier for multiple customers won’t budge
Diplomatic Impasse- UN wants the money the US owes
A last minute demand- the contract changes (major) at the last minute
A campaign ca...more
Introduction: Becoming a negotiation genius
Negotiation genius is a person who manages to negotiate successful deals-consistently- while still maintaining their integrity and strengthening their relationships and reputation.
Fight over exclusivity- supplier for multiple customers won’t budge
Diplomatic Impasse- UN wants the money the US owes
A last minute demand- the contract changes (major) at the last minute
A campaign ca...more
Justin
rated it
Recommends it for:
High school students... learn this stuff early!
Recommended to Justin by:
Sam Imperati
I read this for the negotiation section of a Leadership Effectiveness and Development course in my MBA program and I totally needed it. The readings really provide inspiration for negotiation and get you excited to try out the techniques, which is good because the negotiation learning process itself can be pretty humiliating and humbling for a novice like me. The book built my ego back up to return after I felt the terrible dissatisfaction of compromises and settlements worked for in class. It s...more
“Negotiation Genius” is another book on the subject in a long line of similar books. It is not surprising that the authors, Malhotra and Bazerman are both professors at Harvard Business School, genesis of the most famous book ever on the subject “Getting to Yes” by Roger Fisher, Bruce M. Patton, and William L. Ury
Like “Getting to Yes”, this book is simplicity itself. Full of case studies that explain and demonstrate “how to” it provides the reader with five clear principles to app...more
Like “Getting to Yes”, this book is simplicity itself. Full of case studies that explain and demonstrate “how to” it provides the reader with five clear principles to app...more
I'd like to give the book 3.5 stars. I think this book provides excellent real-world examples of negotiating value-creating solutions for all parties to an agreement. While this is a business book, the principles discussed are applicable more generally to how we 'negotiate' the world.
Negotiation Genius is doggedly practical, and that's both its greatest strength, and greatest weakness. I arrived at this book through the earlier work of Max Bazerman on cognitive biases, "Judgment in Manageri...more
Negotiation Genius is doggedly practical, and that's both its greatest strength, and greatest weakness. I arrived at this book through the earlier work of Max Bazerman on cognitive biases, "Judgment in Manageri...more
The foundation of this book is the economics principle of Comparative Advantage applied to negotiations. Instead of focusing on one issue only, open up the negotiation to multiple issues then give ground on the issues that your opponent feels strongly about and you don't while gaining ground on issues that you feel strongly about that you opponent doesn't. In this way both sides can come out with better deals, though obviously this won't work all the time.
The rest of the book gets ...more
The rest of the book gets ...more
While I'm not sure that this book breaks any truly new ground after "Getting to Yes," nonetheless, Negotiation Genius does offer very sound instruction, great examples, and a thoroughly modern sensibility for how to negotiate. If you read only one book on negotiation, this should be the one.
This book was assigned for my grad school class on negotiation and conflict management. Although my reading of it was drawn out over half a semester, this book would be readable in a couple of hours. It was a fairly entertaining read and I think it had some useful instruction, though I haven't had a chance to test it out in any real scenarios. Although the title is "Negotiation Genius," I mostly feel like having read it will help me not be a negotiation idiot.
Pretty good read - for a book about negotiation strategy, an otherwise dry topic. Very understandable for the novice negotiator.
Read this for a class. It's a surprisingly fun read and was a wonderful introduction to the art of creative haggling.
Probably the best summary book for basic negotiation skills.
I've read this book at least three times now (I work for one of the authors) and still actively like it, so that's gotta tell you something. I don't have any background in negotiation, but this is very lay-accessible and has interesting ideas which are relevant in plenty of non-business situations (business ones, too, but I figure that's a given). Testimonial: In a conversation with friends about pharmaceutical companies, I found myself referencing the chapter about that in this book and actua...more
Yeah, well, we'll see.
This is a terrifically useful book for attorneys and mediators with many new eye-opening strategies to enhance your practice.
Very practical and useful book for anyone who wants to learn about negotiating.
Dan
marked it as to-read
Picked up from the web. This is more interesting (to me) for the objective approach it advertises and the psychology involved than for any resemblance to the True Path of Negotiating.
I'd give it 4.5 stars. Good framework but would be better if this were condensed to 150-200 pages instead of 300.
I took a class from this guy last week. It was mind blowing. Full review of the book to come as soon as I finish it.
This book was a gift from a friend. Not the typical suspense fiction, I usually read, but it's very interesting.
Chris Mcmanaman
rated it
I have no intention of finishing this book. The material might be good but it is being read by a robot.
How to improve the value a deal by getting more value for everyone
Great insight into negotiations of all kinds.
Jason
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Deepak Malhotra is a Professor in the Negotiations, Organizations and Markets Unit at the Harvard Business School. He teaches courses on negotiation strategy to MBA students, as well as in a variety of executive programs, including the Owner/President Management Program, Changing the Game and Families in Business.
More about Deepak Malhotra...
Deepak's research focuses on negotiation strategy, trust development, competitive es
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