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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond [Kindle Edition]

Deepak Malhotra , Max Bazerman
4.6 out of 5 stars  See all reviews (62 customer reviews)

Print List Price: $17.00
Kindle Price: $9.12
You Save: $7.88 (46%)
Sold by: Random House LLC

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Book Description

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.


From the Hardcover edition.


Editorial Reviews

Review

An absolutely brilliant negotiation framework and tool kit of negotiation strategies, compellingly illustrated from extensive real and complex situations. It’s the most comprehensive, wise, practical book on the subject I’ve ever seen.”—Stephen R. Covey, author of The 7 Habits of Highly Effective Peopleand The 8th Habit: From Effectiveness to Greatness

“Few skills in life are as valuable as negotiating—and we can all become better at it. Professors Malhotra and Bazerman show us how, combining insightful analysis with clear, practical, and ingenious recommendations.”—William Ury, coauthor of Getting to Yes and author of The Power of a Positive No

“Shortly after I sat down with Negotiation Genius, I reached for pen and pad and began to make notes. Thirty-five years in the space with hundreds of major negotiations, and this work still has something to teach me. It’s the rare book that I would recommend to people at any experience level. With its engaging blend of real-world stories, intelligent tools, and emphasis on ethics and integrity, it is must reading for all who wish to excel.” —Brian McGrath, Global Vice President, Chief Procurement Officer, Johnson & Johnson Consumer Companies

“Malhotra and Bazerman are offering a heck of a deal: for a handful of dollars, you can buy a book that invites you into a classroom conversation at the Harvard Business School—an experience that would normally cost fistfuls. This is a classic win-win bargain. No wonder they write so well about ‘negotiation genius.’”—David Gergen, former U.S. presidential adviser; Director, Center for Public Leadership, John F. Kennedy School of Government

“Invaluable. Whether in business, politics, or the nonprofit sector, leaders must rely on the power to persuade, and Malhotra and Bazerman unlock the secret...

About the Author

Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School.

Deepak Malhotra is an assistant professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School.

Norman Dietz, a writer, an actor, and a solo performer, has recorded over 150 audiobooks, many of which have earned him awards from AudioFile magazine, the ALA, and Publishers Weekly. Additionally, AudioFile named Norman one of the Best Voices of the Century.

Product Details


Customer Reviews

Most Helpful Customer Reviews
72 of 77 people found the following review helpful
5.0 out of 5 stars Create Desired Outcomes September 28, 2007
Format:Hardcover
Good negotiators are methodical, so it's not surprising that this book takes a methodical approach. For example, it's laid out in three parts that are naturally sequential. Each part consists of chapters in progressive order. This structure helps the reader absorb the material rapidly. Not everyone is comfortable with a methodical approach or a structured way of thinking. But unstructured thinking and haphazard approaches put a very low ceiling on performance in negotiation and in many other disciplines. The book itself exudes the methodical approach and structured thinking that are key to good negotiating. The authors obviously take their own medicine.

You may have read a new book in which the author claims to have the insight everyone else is missing and then contradicts what came before. Diet books are notorious for that. Fortunately, Negotiation Genius builds on the existing body of knowledge. Having read other books on the topic of negotiation, I was pleased to find that this book is consistent with the established literature while also providing new insight.

Three things I found especially helpful were in Part III, "Negotiating in the Real World." There were:

Chapter 9: Confronting Lies and Deceptions. Many of the strategies espoused in negotiation books, seminars, and courses work well if the other party is negotiating in good faith and trying to work with you. But even small, unintended deceptions (they believe it, even if it isn't true) can easily undermine otherwise brilliant strategies. A good negotiator doesn't use any particular strategy in isolation. A negotiation genius goes a step further, by using strategies specifically targeted at uncovering lies and deceptions, then using other strategies to overcome them with the best outcome in mind.
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22 of 24 people found the following review helpful
5.0 out of 5 stars Well worth reading December 2, 2007
Format:Hardcover
"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 apply in any negotiation. The authors use a nice analogy of the crime detective to emphasise their main point - that the best and often the only way to get what you want from a negotiation is to approach the negotiation from an investigative viewpoint rather than assuming you know what the motivation is behind the other party's wants. They argue that most negotiators assume they understand the other party's motivations and therefore don't explore them further. And so, they often get stuck in trying to bargain around their own position rather than looking at the reasons "why?" the other party wants what they want.

Simple, but effective. Like so many good books of its type, it's a shame that the people who really need to apply the principles outlined by Malhotra and Bazerman in "Negotiation Genius" (e.g. our politicians, international trade negotiators and the like) will not be reading and applying their investigative approach. Never mind, you and I will become all the better for applying our investigative skills to our future negotiations.

Bob Selden, author of What To Do When You Become The Boss: How new managers become successful managers
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13 of 14 people found the following review helpful
5.0 out of 5 stars You have to buy this book !! November 25, 2007
Format:Hardcover
I had the good fortune to have the writers as lecturers at a recent short course at Harvard. This book was as good as their classes. One of the most readable non-fiction books I have come across in a long time. The subject is dry but the book relates the learnings to real life negotiations that most of us are already aware of. Its witty (yes really !) and I have found it of tremendous use. AlthoughI would recommend reading from cover to cover you can skip to the chapter about negotiating with crazies (which I did out of desperation) if you need to.
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6 of 6 people found the following review helpful
5.0 out of 5 stars Outstanding book November 30, 2007
Format:Hardcover
Great piece of work. Excellent reading. This is the kind of book that serve as a referene in its topic. The authors deal with the multiple aspects of the negotiation process. It couples theory with practice. Very useful and applicable for today's complex environment. Definitelly a 5-Star.
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13 of 16 people found the following review helpful
5.0 out of 5 stars Professional, Ethical, Substantial December 20, 2007
Format:Hardcover
Malhotra and Bazerman have provided 300+ pages of MBA level education in this excellent book. As a sales professional, the ability to negotiate under a variety of challenging circumstances is critical to successfully building business. Negotiation Genius provides many of the requisite tools and techniques that one would expect in a book on negotiation. But it goes much further, providing well-researched strategies on value creation, how to deal with ethical imbalances (weather actual or perceived), and coping with personal negotiation biases.

Reading the book felt much like being a part of an MBA curriculum without the classroom. The case studies and examples are robust and easy to relate to. Each lesson (chapter) builds on the previous and the entire syllabus contains enough substantial material to warrant a second and third read.

I commend the authors on an excellent book and endorse it without reservation.
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Most Recent Customer Reviews
5.0 out of 5 stars Incredibly useful book!!
All theories and advice are applicable in a wide range of fields, and more importantly, transfer across a wide range of topics that involve interacting with others, not just in... Read more
Published 12 hours ago by J_Me
5.0 out of 5 stars Best Negotiation book
Best Negotiation book. So much actionable ideas. Even works for someone who do not close deals everyday.
Published 23 days ago by amekala
4.0 out of 5 stars excellent book!
I like the fact the authors deal with principles rather than magical recipes to achieve the desired results. Read more
Published 27 days ago by George Anderson
5.0 out of 5 stars Life brings one with opportunities to creat the love, beauty and...
Life brings one with opportunities to creat the love, beauty and success at each momen if ones life and it is one responsability to be ready to negocie successfully. Read more
Published 1 month ago by glugo
5.0 out of 5 stars Great insights to the negotiation process and how work and ...
Great insights to the negotiation process and how work and research needs to be done going into any such situation.
Published 1 month ago by BK
5.0 out of 5 stars Five Stars
Good read
Published 2 months ago by Mjoza
5.0 out of 5 stars Good book
Utilized for a business degree. A good read.
Published 2 months ago by Dale L Coppock
4.0 out of 5 stars Must read for anyone!
Great! Easy to read and understand and the author has good examples for negotiating. This book helped prepare me for an interview and also with negotiating an offer for a job.
Published 2 months ago by Loretta
5.0 out of 5 stars Five Stars
great book! Helped me in contracting.
Published 2 months ago by Robin V. Robinson
5.0 out of 5 stars A must
This book is a must for anyone. It focuses on negotiations, however we negotiate every day without thinking about it and now you can learn how to make the best of it for yourselves... Read more
Published 4 months ago by Seavan
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