Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations, from identifying opportunities to overcoming resistance and defusing hardball tactics. 35,000 first printing.
Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations.
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 youve 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 negotiationswhether 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 relationshipsalong 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 strategiesincluding talking pointsthat 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.
