13 of 16 people found the following review helpful
Professional, Ethical, Substantial,
This review is from: Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond (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.