Negotiating Genius

When I was asked to check out Negotiation Genius, by Deepak Malhotra and Max Bazerman, I wasn’t really sure how that would apply to all of you. Then I realized that everything in life is essentially a negotiation, whether it’s your salary, your job, anything you buy (like a house or a car); everything dealing with money is essentially a negotiation. So, with respect to that, this book is incredibly relevant to anyone. Another reason I was interested in getting this book is because it’s published by the Harvard Business School and both Malhotra and Bazerman are two leaders in executive education at Harvard Business School, so you know they have the pedigree to put out a book that has meaning and value where decoded are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.

 The book is broken up into three parts. Part I is called the Negotiator’s Toolkit and it develops the framework that you can use to “analyze, prepare for, and execute almost any negotiation you might encounter.” The toolkit covers all the principles, strategies and tactics you may need to employ when you actually get to the negotiation table. Now, Part II is called The Psychology of Negotiation and it discusses “cutting-edge” research on negotiation and decision-making psychology. This section wants to take all that theory and be able to put it into terms that make them actionable. Part III, called Negotiating in the Real World, is where the boots hit the ground and collects all the “other” topics that didn’t make it into the neatly created buckets as before.

Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. An excellent blend of practical advice, scientific background and insightful examples from the author's rich experience in large-scale negotiations. Well-structured and often wise. I liked the general, albeit not explicit, keynote that maximizing value for oneself in a negotiation generally means to maximize the value for *all* parties, sometimes including the ones that are not even at the bargaining table. And that good result often come from taking a step back and look at the facts from an outsider's perspective.

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 ……

http://www.successprogress.com/videos/ngenius/

So I think everyone should learn more about as a Negotiator and feedback it! 

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