Negotiation Genius  (English, Paperback, Malhotra Deepak)

Negotiation Genius: How To Overcome Obstacles And Achieve Brilliant Results At The Bargaining Table And Beyond will give readers all the dirt on improving their negotiating skills.

Summary Of The Book

Throughout the pages of Negotiation Genius: How To Overcome Obstacles And Achieve Brilliant Results At The Bargaining Table And Beyond, emphasis is laid on how exactly to negotiate, and how to bring about the changes that one wishes to see, through tactful and logical means. Irrespective of the level of experience of the readers when it comes to negotiation, the book will help hone the skill down to an art form.

Negotiation Genius: How To Overcome Obstacles And Achieve Brilliant Results At The Bargaining Table And Beyond talks about what exactly the traits are that really create people who are adept at successful negotiation. Some of the important characteristics of such people are that they will be able to see an opportunity for negotiation where others may not even find a place for discussion. Another necessary trait is that they will be able to successfully conduct negotiations even when in a position of weakness.

There are many other such points which are discussed, and all the information is based upon the experience that the authors have obtained from their years at Harvard, involving themselves in executive education as well as interacting with thousands of clients.

Negotiation Genius: How To Overcome Obstacles And Achieve Brilliant Results At The Bargaining Table And Beyond will help readers claim value in a negotiated deal by helping them assess their BATNA (Best Alternative To Negotiated Agreement), and also by evaluating the Zone of Possible Agreement or ZOPA. Readers will also have the opportunity of learning how respond to an initial offer, as well as how to estimate what their own first offer ought to be.

Whether it involves an agreement that is worth several million dollars, or it involves the reader wanting to ask for a salary raise/bonus, Negotiation Genius provides all the requisite pointers validated by the immense experience of the two authors.

About The Authors

Deepak Malhotra is presently teaching Negotiation at the MBA program in Harvard Business School, where he is an Associate Professor.

Other books by Deepak Malhotra include I Moved Your Cheese: For Those Who Refuse to Live as Mice in Someone Else's Maze and How to Negotiate with VCs.

He is also a consultant and trainer in the subject of negotiation throughout the world. He has won the HBS Faculty Award, as well as the Charles M. Williams Award. His research interests include competitive escalation, negotiation strategy, and trust development.

Max H. Bazerman has the position of Jesse Isidor Straus Professor of Business Administration.

Other books by Max H. Bazerman include Predictable Surprises, Judgment in Managerial Decision Making and Negotiating Rationally.

Bazerman has taught, given lectures and consulted in many countries like Argentina, Malaysia, Canada, India, Brazil, and many other countries. He has won many awards like the Teacher of the Year, Everett Mendelsohn Excellence in Mentoring Award, and Kulp-Wright Book Award. He has written, and edited nineteen books.