Negotiation Genius and over one million other books are available for Amazon Kindle. Learn more
Buy New
$11.16
Qty:1
  • List Price: $17.00
  • Save: $5.84 (34%)
FREE Shipping on orders over $35.
In Stock.
Ships from and sold by Amazon.com.
Gift-wrap available.
Add to Cart
Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See all 2 images

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond Paperback – August 26, 2008


See all 11 formats and editions Hide other formats and editions
Amazon Price New from Used from
Kindle
"Please retry"
Paperback
"Please retry"
$11.16
$8.09 $7.12

Frequently Bought Together

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond + Getting to Yes: Negotiating Agreement Without Giving In + Difficult Conversations: How to Discuss What Matters Most
Price for all three: $30.82

Buy the selected items together

NO_CONTENT_IN_FEATURE
NO_CONTENT_IN_FEATURE

Product Details

  • Paperback: 352 pages
  • Publisher: Bantam; Reprint edition (August 26, 2008)
  • Language: English
  • ISBN-10: 0553384112
  • ISBN-13: 978-0553384116
  • Product Dimensions: 9 x 0.8 x 6 inches
  • Shipping Weight: 11.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (56 customer reviews)
  • Amazon Best Sellers Rank: #10,178 in Books (See Top 100 in Books)

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 secrets of how to do so strategically, ethically, and successfully.”—Bill Shore, Founder and Executive Director, Share Our Strength

“Whether your passion is sports, politics, or business, negotiations are an integral part of your world. Negotiation 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."—Andy Wasynczuk, former Chief Operating Officer, three-time Super Bowl champion New England Patriots

“For both the novice and the master, Negotiation Genius is the single, most essential source for the basic understanding of this increasingly important skill set.” —Warren Bennis, Distinguished Professor of Management, University of Southern California; coauthor of Judgment: How Winning Leaders Make Great Calls

“If you'll spend 26 bucks and a night or two of reading time, [Malhotra and Bazerman] show you how to dramatically upgrade your negotiating skills. Packed with case studies, their book shows how to spot opportunities, discover hidden information, identify leverage and successfully confront an adversary's dirty tricks."—Newsweek


From the Hardcover edition.

About the Author

Deepak Malhotra is a Professor at the Harvard Business School, where he teaches Negotiation courses to MBA and Executive students. Deepak has won multiple awards for his research and teaching, including the MBA Class of 2011 Faculty Award at HBS.

Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the author of Negotiating Rationally and Judgment in Managerial Decision Making.


From the Hardcover edition.

More About the Authors

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

It is a very easy read.
Anya Perrilloux
I read the book and felt lightening bolts on almost every page.
Dr. Doron Samuell
This book provides those strategies.
M. L Lamendola

Most Helpful Customer Reviews

71 of 76 people found the following review helpful By M. L Lamendola VINE VOICE on 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.
Read more ›
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
22 of 24 people found the following review helpful By Robert Selden on 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
2 Comments Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
13 of 14 people found the following review helpful By Jill Simpson on 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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
6 of 6 people found the following review helpful By E. Sirotsky Melzer on 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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
13 of 16 people found the following review helpful By Joe Hafner on 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.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again

Customer Images

Most Recent Customer Reviews

Search