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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond Audiobook
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(4.01) - 167 listener ratings
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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.
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"While I'm not sure that this book breaks any truly new ground after "Getting to Yes," nonetheless, Negotiation Genius does offer very sound instruction, great examples, and a thoroughly modern sensibility for how to negotiate. If you read only one book on negotiation, this should be the one."
— Nick (5 out of 5 stars)
Quotes
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“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, New York Times bestselling author of The Seven Habits of Highly Effective People -
“Packed with case studies, [Malhotra and Bazerman’s] book shows how to spot opportunities, discover hidden information, identify leverage, and successfully confront an adversary’s dirty tricks.”
— Newsweek -
“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, funder and executive director, Share Our Strength
Negotiation Genius Listener Reviews
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" Great insight into negotiations of all kinds. "
— Quinton, 12/27/2013 -
" Just paraphrased Getting to Yes and oversimplified too many concepts. There were some good examples but it was condescending at times. "
— Jaime, 12/11/2013 -
" I had to read this for my MBA program. I found it less helpful than "Getting to Yes" and "Difficult Conversations". I would not recommend it. "
— George, 10/15/2013 -
" It was hard to commit to giving this type of book 5 stars. But when I thought about my criteria, this book truly fits in a five-star category. This book has fundamentally changed the way I view negotiation and I use skills I learned from this book every day. "
— Allison, 8/28/2013 -
" Better than "Getting ti Yes" "
— Bruce, 7/18/2013 -
" I took a class from this guy last week. It was mind blowing. Full review of the book to come as soon as I finish it. "
— derrick, 7/10/2013 -
" Pretty good read - for a book about negotiation strategy, an otherwise dry topic. Very understandable for the novice negotiator. "
— Shaka, 4/4/2013 -
" This is a terrifically useful book for attorneys and mediators with many new eye-opening strategies to enhance your practice. "
— Jessica, 4/2/2013 -
" I'd give it 4.5 stars. Good framework but would be better if this were condensed to 150-200 pages instead of 300. "
— Steve, 2/5/2013 -
" Read this for a class. It's a surprisingly fun read and was a wonderful introduction to the art of creative haggling. "
— John, 1/18/2013 -
" A really good book to teach me how to handle some critical situations that improve my life. "
— Yiliang, 12/4/2012 -
" I have no intention of finishing this book. The material might be good but it is being read by a robot. "
— Chris, 7/3/2012 -
" How to improve the value a deal by getting more value for everyone "
— Tim, 3/25/2012 -
" Now I negotiate the pants off people! Seriously. "
— Paul, 3/9/2012 -
" Very practical and useful book for anyone who wants to learn about negotiating. "
— Julie, 1/9/2012 -
" Yeah, well, we'll see. "
— Matt, 12/9/2011 -
" THE best book I've ever read on negotiation. Period. The best part are the many real scenarios used throughout the book to illustrate each and every concept or rule. Get it. Read it. Compared to this, "Getting to Yes" is a snoozer. "
— Stephen, 11/1/2011 -
" This book was a gift from a friend. Not the typical suspense fiction, I usually read, but it's very interesting. "
— Celestina, 9/12/2011 -
" Read this for a class. It's a surprisingly fun read and was a wonderful introduction to the art of creative haggling. "
— John, 4/19/2011 -
" Very practical and useful book for anyone who wants to learn about negotiating. "
— Julie, 12/5/2009 -
" I took a class from this guy last week. It was mind blowing. Full review of the book to come as soon as I finish it. "
— derrick, 9/15/2009 -
" Great insight into negotiations of all kinds. "
— Quinton, 5/7/2009 -
" Probably the best summary book for basic negotiation skills. "
— Thomas, 3/5/2009 -
" How to improve the value a deal by getting more value for everyone "
— Tim, 9/6/2008 -
" This book was a gift from a friend. Not the typical suspense fiction, I usually read, but it's very interesting. "
— Celestina, 4/11/2008
About the Authors
Deepak Malhotra is a professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School. He teaches negotiation in the MBA program and in a wide variety of executive programs, including the Advanced Management Program, the Owner/President Management Program, Changing the Game, Strategic Negotiation, and Families in Business. He has been published in top journals in the fields of management, psychology, and conflict resolution and has won numerous awards for both his teaching and his research. Malhotra has also been widely cited and quoted in the mainstream media and is a regular guest on CNBC’s nightly program, The Big Idea.
Max Bazerman is the codirector of the Center for Public Leadership at the Harvard Kennedy School, the Straus professor at the Harvard Business School, and the author of numerous books, including Negotiation Genius with Deepak Malhotra, Blind Spots with Ann E. Tenbrunsel, and Judgment in Managerial Decision Making with Don A. Moore. He has taught, advised companies, and consulted for governments in thirty countries. He is on numerous editorial boards, and he has received an honorary doctorate from the University of London, the Life Achievement Award from the Aspen Institute’s Business and Society Program, and the Distinguished Educator Award from the Academy of Management, among many other awards.
About Fred Sanders
Fred Sanders, an actor and Earphones Award–winning narrator, has received critics’ praise for his audio narrations that range from nonfiction, memoir, and fiction to mystery and suspense. He been seen on Broadway in The Buddy Holly Story, in national tours for Driving Miss Daisy and Big River, and on such television shows as Seinfeld, The West Wing, Will and Grace, Numb3rs,Titus, and Malcolm in the Middle. His films include Sea of Love, The Shadow, and the Oscar-nominated short Culture. He is a native New Yorker and Yale graduate.