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

by Deepak Malhotra & Max H. Bazerman

Negotiation skills are essential for success in all areas of life.  A negotiation genius (i) consistently negotiates successful deals while (ii) preserving integrity/reputation and (iii) strengthening the relationship. This book presents the proven negotiation framework and tools to create value such that both sides are better off with an agreement than without.

In this summary, you'll learn: 

• The difference between claiming and creating value, and how you can achieve both in your negotiations;

• A range of negotiation strategies and tactics, including what to do before, during and after negotiations. Find out how to prepare in advance, glean vital information, navigate the negotiations, create value deliberately, and haggle like a pro.

• How you can handle various real-world challenges in negotiation, including: avoiding and using irrational behaviors from mental-emotional biases, using and countering strategies of influence, overcoming common blind spots, managing lies, deception and ethical dilemmas, negotiating from a position of weakness, or handling the situation if discussions turn ugly.

Who should read this:

• Professionals, managers, and business leaders who must negotiate contracts, deals, or manage high-stakes relationships.
• Anyone who wants to improve negotiation and influence skills.