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Description - Negotiation Genius by Deepak Malhotra

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."

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Book Details

ISBN: 9780553384116
ISBN-10: 0553384112
Format: Paperback
(228mm x 152mm x 20mm)
Pages: 352
Imprint: Bantam Dell Publishing Group, Div of Random House, Inc
Publisher: Random House USA Inc
Publish Date: 30-Aug-2008
Country of Publication: United States

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Author Biography - Deepak Malhotra

Deepak Malhotra is an associate professor at the Harvard Business School, where he teaches negotiation in the MBA program, the Advanced Management Program, and the Owner/President Management Program, in addition to providing negotiation consulting and training for businesses worldwide. Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the author of Negotiating Rationally and Judgment in Managerial Decision Making.

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