Negotiation Genius

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

By: Deepak Malhotra, Max Bazerman

Narrated by: Fred Sanders

Length: 11 hrs and 58 mins

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 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.

©2007 Deepak Malhotra and Max Bazerman (P)2015 Random House Audio

Critic reviews

"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, author of The 7 Habits of Highly Effective People and The 8th Habit: From Effectiveness to Greatness)

"Few skills in life are as valuable as negotiating - and we can all become better at it. Professors Malhotra and Bazerman show us how, combining insightful analysis with clear, practical, and ingenious recommendations." (William Ury, coauthor of Getting to Yes and author of The Power of a Positive No)

"Shortly after I sat down with Negotiation Genius, I reached for pen and pad and began to make notes. Thirty-five years in the space with hundreds of major negotiations, and this work still has something to teach me. It's the rare book that I would recommend to people at any experience level. With its engaging blend of real-world stories, intelligent tools, and emphasis on ethics and integrity, it is must reading for all who wish to excel." (Brian McGrath, Global Vice President, Chief Procurement Officer, Johnson & Johnson Consumer Companies)

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.

I was a little over my head

I don't think my lack of understanding should punish the content of the book, there are some high-level stuff in here. I purchased the book with the intent of learning day-to-day or general life negotiation strategy, end it does provide a lot of that! There are a lot of company executive tactics for large company interactions that were over my head a little bit. Otherwise fantastic book, learned a lot.

Exceptional content

What made the experience of listening to Negotiation Genius the most enjoyable?

This is one book you may want to preserve for reading as many times as possible. Amazing content and insights - must for any business guy.

solid work

The material covers many thought provoking and solid materials. My work has daily negotiation needs, at times when your worn down its hard to see the posative side. this will be a go to until its second nature just as tue material from Chris Voss presents...

Highly recommend

I read this book twice and have come back to reread parts several times. Great book and could not recommend highly enough

Outstanding Overview of the Negotiation Arts

I took the Harvard Negotiation Master Class on Negotiation and Deepak was one of the professors. I determined to read all of his books and I am. This book is great for beginners and seasoned negotiators. Highly recommend!