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Negotiation Genius
352 pages, 2008
In Negotiation Genius, two leaders in executive education at Harvard Business School share proven strategies for achieving outstanding results in any negotiation. 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.
It's an easy read that gets right to the point. 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. You will finish this book with 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.
In Negotiation Genius, Max H. Bazerman emphasizes the importance of preparation before entering any negotiation. He suggests that you should research and understand your own interests, as well as those of the other party. This will help you to identify common ground and potential areas of compromise.
Bazerman explains that how you present your argument can significantly impact the outcome of a negotiation. He encourages readers to explore different ways of framing their proposals to make them more appealing to the other party. This could mean focusing on the benefits rather than the costs, or highlighting the potential losses if an agreement isn't reached.
The book also highlights the role of emotional intelligence in negotiations. It's not just about what you say, but how you say it. Being aware of your own emotions, as well as those of the other party, can help you to navigate the negotiation process more effectively.
Negotiation Genius doesn't just teach you how to win at negotiations, it also stresses the importance of ethical behavior. Bazerman believes that maintaining your integrity and treating the other party fairly is crucial for long-term success.
Finally, the book encourages readers to learn from their past negotiations. Whether you were successful or not, there's always something to be learned. By reflecting on what worked and what didn't, you can continually improve your negotiation skills.
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Negotiation Genius is a masterpiece—packed with practical advice grounded in rigorous behavioral science, and explained with simplicity and clarity. I use the techniques I learned from this book every day.
Daniel Kahneman - Nobel Laureate PsychologistNegotiation Genius offers an insightful and entertaining perspective on the negotiation process, plus—even more important–highly effective and relevant advice for conducting negotiations day-to-day.
Robert B. Cialdini - Psychology ProfessorNegotiation Genius is exactly what it claims to be: a highly practical, universally applicable guide for anyone who wants to become a better negotiator.
William Ury - Negotiation ExpertNegotiation Genius is a work that has the potential to forever change how we negotiate.
Deepak Malhotra - Business Professor