Negotiation Genius

How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

De: Deepak Malhotra, Max Bazerman

Narrado por: Fred Sanders

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.

great negotiating guidelines

this book provides excellent perspective on how people think, and considerations that need to be taken when conducting negotiations. I really enjoyed this book.

dazzle with intelligence, or baffle with b.s.

decent book, wouldn't recommend for your 1st book on negotiating. IMO this book missed important strategies that can be employed to prime your counterpart.

A must read for any negotiator.

The level of detail is so dense that you may need to read it twice. I'm currently looking for workbooks on the strategies from the book.

Overall an awesome read. You will be a better negotiator a few chapters in.

Excellent

I got a huge amount from this audiobook and it immediately helped me negotiate additional value and fair resolution of two very complex, high stakes and difficult conflicts, leaving both sides better off. It also repaired my damaged reputation, and taught me very many valuable principles with dealing with the rest of my life. I can highly recommend it, no matter what field you are in.

Very good but heavy going

There are lots of helpful ideas in this book and I'll refer to it again, but it is written and narrated in a very academic way that makes the content less engaging. I found I had to give myself a few days break between listens so that I wouldn't get frustrated or tune out of the content. Anyway, I still appreciate the effort that has gone into this helpful book.