Negotiation Genius by Deepak Malhotra

Negotiation Genius by Deepak Malhotra

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.

J. Bazerman is the J. Bazerman is the J. Bazerman is the Margaret A. Gerber Distinguished Professor of Conflict Resolution and Organizations and Gerber Distinguished Professor of Dispute Resolution and Organizations The H is Neale. and Helen Kellogg Distinguished Professor of Conflict Resolution and Organizations at the Johns Hopkins University School of Public Health. Northwestern University's Kellogg Graduate School of Management Cognition and Rationality in Negotiation is a book they coauthored.

SKU	Unavailable
ISBN 13	9780553384116
ISBN 10	0553384112
Title	Negotiation Genius
Author	Deepak Malhotra
Condition	Unavailable
Binding Type	Paperback
Publisher	Random House USA Inc
Year published	2008-08-26
Number of pages	352
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.