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Negotiation Genius: How to Achieve Brilliant Results at the Bargaining Table | [Deepak Malhotra, Max H. Bazerman]

Negotiation Genius: How to Achieve Brilliant Results at the Bargaining Table

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.
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Publisher's Summary

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 audiobook gets "down and dirty". It will give 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.

    ©2007 Deepak Malhotra and Max H. Bazerman; (P)2007 Tantor Media Inc.

  • What the Critics Say

    "An absolutely brilliant negotiation framework and tool kit of negotiation strategies." (Stephen R. Covey)
    "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)

    What Members Say

    Average Customer Rating

    3.9 (150 )
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    4.0 (57 )
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    3.8 (60 )
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    Performance
    Sort by:
    •  
      Michael Seven Hills, OH, USA 11-06-07
      Michael Seven Hills, OH, USA 11-06-07
      HELPFUL VOTES
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      "Boring"

      The narrator has a slow and monotone voice which makes it difficult to keep interest and continue to listen. The content is good. However, the unabridged version may be the better route to take, having been shortened.

      13 of 14 people found this review helpful
    •  
      Oliver Hong KongHong Kong 08-26-08
      Oliver Hong KongHong Kong 08-26-08 Member Since 2007
      HELPFUL VOTES
      3
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      "Very good but better in Print"

      The book is very good, very structured but uses many examples with figures and complicated structures. If you cannot follow it with 110% attention you rather get the printed version to follow the examples better.

      3 of 3 people found this review helpful
    •  
      Bradley San Diego, CA, USA 11-13-07
      Bradley San Diego, CA, USA 11-13-07
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      "Excellent Book"

      I would recommend this book highly. I have read getting to yes - this seems far more contemporary and useful to me.

      6 of 7 people found this review helpful
    •  
      Wade T. Brooks Portland, OR, USA 06-25-12
      Wade T. Brooks Portland, OR, USA 06-25-12 Member Since 2010
      HELPFUL VOTES
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      "A Good Book"

      A good book if you haven't been exposed to negotiation tactics before. A number of their theories are supported with studies and they even used an example from a favorite of mine, Moneyball. It is a bit of negotiations mixed with sales and psychology. If you've been successful in a sales capacity before, especially at a high level, you will know most of this stuff already but it's not a bad refresher.

      2 of 2 people found this review helpful
    •  
      Matt n little rock, AR, United States 02-10-13
      Matt n little rock, AR, United States 02-10-13 Member Since 2009
      HELPFUL VOTES
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      "Interesting content - TERRIBLE narration"
      Would you say that listening to this book was time well-spent? Why or why not?

      Not really. The book has interesting content, but it's incredibly hard to follow along. The narrator is extremely monotone and makes a good book terrible.


      What did you like best about this story?

      The real life stories.


      How could the performance have been better?

      A new narrator.


      Did Negotiation Genius inspire you to do anything?

      I have used its applications in real world business already.


      3 of 4 people found this review helpful
    •  
      Mark Fernandina Beach, FL, United States 01-14-13
      Mark Fernandina Beach, FL, United States 01-14-13

      I'm an older "Techie"

      HELPFUL VOTES
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      "A Worthwhile Listen"
      Would you try another book from Deepak Malhotra and Max H. Bazerman and/or Norman Dietz?

      Depending on the subject... if it was something I needed to understand better, I would.


      Would you recommend Negotiation Genius to your friends? Why or why not?

      Yes, this is an excellent skill that can be learned.


      What does Norman Dietz bring to the story that you wouldn’t experience if you just read the book?

      n/a


      Could you see Negotiation Genius being made into a movie or a TV series? Who should the stars be?

      No this is an instructional book


      1 of 1 people found this review helpful
    •  
      Kate MEMPHIS, TENNESSEE, United States 08-11-11
      Kate MEMPHIS, TENNESSEE, United States 08-11-11
      HELPFUL VOTES
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      "100% worth your time!"

      Yes it is a "long" listen and I chose this book in a time where I was going through some family communication issues and wanted to quickly cover the entire book. I played it in my car, on my ipod, and docked it in my house. After five days I finished both parts and could not be more pleased! I loved all case studies shared to explain response probability!

      3 of 4 people found this review helpful
    •  
      ERIC United States 03-02-12
      ERIC United States 03-02-12
      HELPFUL VOTES
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      "Great negotiation book, good on audio too"
      What made the experience of listening to Negotiation Genius the most enjoyable?

      The good: The content was conducive to an audio book. I also have this on my Kindle app for the iPad, which is better if you want to take notes. Very much enjoyed the narration as well. Speed 1 was comfortable, but I cranked it to 1.5, then to 2, then to 3 for quick absorption and the narration held water on all speeds as did the content.

      The bad: The chapters did not line up to the chapters in the actual book. Very annoying. That needs to be fixed.


      2 of 3 people found this review helpful
    •  
      a Dahinda, IL, United States 04-02-14
      a Dahinda, IL, United States 04-02-14 Member Since 2009
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      "A definitive book on negotiation"
      Would you consider the audio edition of Negotiation Genius to be better than the print version?

      I've not read the print version but the audio version is excellent.


      What was one of the most memorable moments of Negotiation Genius?

      I appreciated the frequent specific examples of a concept or how to apply a concept. I also appreciated his breakdown of what type of things need to be done in advance of a negotiation, what to do during, and then follow up afterward.


      Was this a book you wanted to listen to all in one sitting?

      This is definitely NOT a book you want to listen to in one sitting. The material is great but it is very dense. Small doses of 20 -30 minutes worked best for me.


      Any additional comments?

      This is the best book on negotiation I've read aside from Getting to Yes. Highly recommended.

      0 of 0 people found this review helpful
    •  
      Neal United States 09-09-08
      Neal United States 09-09-08 Listener Since 2008
      HELPFUL VOTES
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      "Can be useful"

      I really wanted to like this book. I got this one because i plan on getting a car soon and i wanted an edge.

      This book is more for people who negotiate for a living, and was not very helpful at all for what i was looking to do.

      Although i did find two things useful, "anchoring" (the reason car dealers use MSRP), and contingency clause (not useful for the car but possibly useful for other negotiations)

      The book is a little dry and i could only take it down in bite sizes (30 min here and there).

      Overall there is some useful info for those Negotiation pros out there, but not really for the beginner or novice.

      1 of 2 people found this review helpful
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