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

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

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  • Create Date：2021-06-19 06:54:42
  • Update Date：2025-09-06
  • Status：finish
  • Author：Deepak Malhotra
  • ISBN：0553384112
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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 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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Reviews

Matt Bucklin ，

Lots of good negotiation stories。

Kofi Agyeman ，

Excellent。 Solid sprint through PRN

Liz ，

Really enjoyed the framework and breadth of examples that this book provided。 It was not just all about business。 This book provides a framework for negotiation and communication in all aspects of our life and perhaps even when it is not worth ones time to negotiate just for its sake。 Would recommend and will likely read again。

Abhishek ，

Read this after reading Never Split the Difference by Tahl Raz。 This covers some of the points not covered in the other book。

Margot Note ，

"In other words， when reacting to very extreme offers， your foremost goal should be to re-anchor successfully， nor to convey your outrage。 And re-anchoring successfully often means helping the other side find a way to retract earlier demands and arguments" （34）。 "Investigative negotiators move beyond demands and instead focus on each side's underlying interests" （86）。 "The key insight: negotiation geniuses are not discouraged when the demands of each party seem incompatible。 Instead， they probe "In other words， when reacting to very extreme offers， your foremost goal should be to re-anchor successfully， nor to convey your outrage。 And re-anchoring successfully often means helping the other side find a way to retract earlier demands and arguments" （34）。 "Investigative negotiators move beyond demands and instead focus on each side's underlying interests" （86）。 "The key insight: negotiation geniuses are not discouraged when the demands of each party seem incompatible。 Instead， they probe deeper to find out each side's real underlying interests。 This strategy allows them to think more broadly and creatively about agreements that might satisfy the interests of both sides" （86）。 Investigative negotiators confront demands the same way they confront any other statement from the other party: 'What can I learn from this demand？ What does it tell me about the other party's needs and interests？ How can I use this information to create and capture value？'" （91）。 To determine which issues are most important to the other party， look for the following signs:+Which issue does he want to return to constantly？+Which issues make him the most emotional or tense？+While discussing which issues is she most likely to talk rather than to listen？+Which issues is she most obstinate about when you ask for a compromise？" （100）。"Negotiation is an information game" （102）。 "Most people doe not like to lie， but they are usually very comfortable with you being deceived" （206）。 "If you can't outmuscle the other side in a negotiation， you may want to stop flexing your muscles and， instead， simply ask them to help you" （247）。 "If you can distinguish between those negotiations who will accept a higher margin and those who will not--and if you can justify charging different prices to different customers--you may be in a position to increase profits even further by charging higher margins only to those who can stomach it" （248）。 "The key is to audit the implicit assumptions you make when formulating your negotiation strategy。 You may perceive yourself as being 'weak' if you measure strength only as the ability to push hard in any given negotiation without losing the deal。 But you may discosvoer that you are actually quite 'strong' once you begin to think about your ability to withstand losing some deals because you are maximizing the value of your entire negotiation portfolio。 When you consider your entire portfolio， it is far easier to imagine taking bigger risks， keeping the clients for whom you can add the most value， and becoming more profitable" （248）。 。。。more

Romualdas Isoda ，

Can you be next Michael Jordon？ Probably not。 However， you can become a negotiation genius。 Two leaders of Harvard Business School in executive education Deepak Malhotra and Max H。 Bazerman share the mental habits and proven strategies you need to achieve outstanding results in any negotiation in the bestseller book “Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond”。3 key takeaways:# BATNA。 Best Alternative To a Negotiated Agreement。 Can you be next Michael Jordon？ Probably not。 However， you can become a negotiation genius。 Two leaders of Harvard Business School in executive education Deepak Malhotra and Max H。 Bazerman share the mental habits and proven strategies you need to achieve outstanding results in any negotiation in the bestseller book “Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond”。3 key takeaways:# BATNA。 Best Alternative To a Negotiated Agreement。 A minimally necessary condition for an agreement to be mutually acceptable is that each side prefers the deal to its BATNA。# Consider interests， needs， constraints and concerns of the other party altogether。 An example of US president Kenedy's negotiating out of Cuba Missile Crisis possibly saving tens of millions of lives of US citizens。 # When not to negotiate。 Value you own time， but more important is value of your partner's time。 It is common for negotiators to become so focused on getting a good deal/winning that they fail to consider value they are spending/wasting in pursuit of fairness/victory。#needsassessment #empathydrivesinnovation #negotiating #valuecreation #harvardbusinessschool 。。。more

Marcin Golenia ，

I was about to remove one star because of the poor printing quality （on few pages the font was simply gray！）， and IMHO the book could have like 30-40 pages less。 There are few chapters that could be simply shorter and more "straight to the point" but once I reached the end and I reflected on the whole book I had to give 5/5。 I was simply surprised， I didn't expect that the book will change how I do perceive negotiations （I am a negotiation newbie）。 How two sides can corporate to create value， ho I was about to remove one star because of the poor printing quality （on few pages the font was simply gray！）， and IMHO the book could have like 30-40 pages less。 There are few chapters that could be simply shorter and more "straight to the point" but once I reached the end and I reflected on the whole book I had to give 5/5。 I was simply surprised， I didn't expect that the book will change how I do perceive negotiations （I am a negotiation newbie）。 How two sides can corporate to create value， how one side can simply help the other and benefit mutually。 The described cases are great！ Their analysis is brilliant and insightful。 The book is packed with researches and useful tactics plus the negotiation framework。 The chapters about selling （how to defend against influence）， confronting biases， negotiating while being the "weaker" side are pure gold。 I don't regret a penny spent on the book。 。。。more

Laurynas ，

An audiobook about negotiation techniques。 Behind this cheesy title is a very professional content。 It is easily relatable， nevertheless a systematic and not at all emotionally popular approach。 I liked the most it's calm and consistency。 An audiobook about negotiation techniques。 Behind this cheesy title is a very professional content。 It is easily relatable， nevertheless a systematic and not at all emotionally popular approach。 I liked the most it's calm and consistency。 。。。more

Lia Herman ，

Straightforward book about negotiation

Chanh Nguyen ，

"Even well-intentioned people can act in seemingly unethical ways when they’re motivated to claim more than they deserve。This does not make us evil， but simply humans。Understanding our own egocentric bias， we can move from “wanting to be fair” to actually being fair"1。 Knowing your own darkness is the best method for dealing with the darknesses of other people -Carl Jung2。 Negative sum -> conflict。 Zero sum -> competition。 Positive sum -> cooperation3。 We play a stupid game， we win a stupid priz "Even well-intentioned people can act in seemingly unethical ways when they’re motivated to claim more than they deserve。This does not make us evil， but simply humans。Understanding our own egocentric bias， we can move from “wanting to be fair” to actually being fair"1。 Knowing your own darkness is the best method for dealing with the darknesses of other people -Carl Jung2。 Negative sum -> conflict。 Zero sum -> competition。 Positive sum -> cooperation3。 We play a stupid game， we win a stupid prize 4。 Being peaky in mind/ habit/ relationship。 。。。more

Adam McNamara ，

Good:A useful framework for preparing for negotiations。Bad:The book is organized poorly。 It doesn’t follow a logical flow。It presents strategies and tactics， but doesn’t go deep enough on how to execute them during an actual negotiation。 It’s too light on actual dialogue。 I’d like to see 10x the amount of role play that demonstrates good and bad examples， rather than cherry picking examples。The discussion of the other side’s BATNA is too light。 The ICAP - interests， constraints， alternatives， an Good:A useful framework for preparing for negotiations。Bad:The book is organized poorly。 It doesn’t follow a logical flow。It presents strategies and tactics， but doesn’t go deep enough on how to execute them during an actual negotiation。 It’s too light on actual dialogue。 I’d like to see 10x the amount of role play that demonstrates good and bad examples， rather than cherry picking examples。The discussion of the other side’s BATNA is too light。 The ICAP - interests， constraints， alternatives， and perspectives - introduced in his later book Negotiating the Impossible would have been useful here。Finally， it’s far too long。This book is 2-3 fantastically useful core insights， but too heavy on strategies and too light on real dialogue。 。。。more

Camilo Ignacio ，

This is the first book I read on negotiation， and I am pleased with the outcome。 The book starts by demystifying the believe that being a good negotiator is something that just happens naturally and that can't be trained or systematized which is great to hear for a newbee like me。In the first part provides some technical language that will be used in the following chapters。 and In the second part goes into more of a behavioral and psychological analysis of every aspect and case of negotiation。 I This is the first book I read on negotiation， and I am pleased with the outcome。 The book starts by demystifying the believe that being a good negotiator is something that just happens naturally and that can't be trained or systematized which is great to hear for a newbee like me。In the first part provides some technical language that will be used in the following chapters。 and In the second part goes into more of a behavioral and psychological analysis of every aspect and case of negotiation。 In every chapter provides "lists of rules" or "lists of strategies" with steps to follow that are not very practical or easy to remember， and that can be a little overwhelming for a beginner in the subject。 However， every at the end every chapter just reinforces the same concept of being， investigative， prepared and analytical when approaching every possible negotiation （and maybe life） scenario。 This is the main lesson you will get out of this book， and will be reinforced from the first chapter through a series of very explicit and thoughtful examples。 In that way I really valued the outcome of the book， and would recommend it to other people interested in improving negotiation （and even general managing） skills。 。。。more

Drunkensteve ，

This is a phenomenal book packed with practical advice on negotiating。 It breaks down the common misconceptions surrounding negotiations and offers concrete strategies to ease the negotiation process and make win-win deals。 I especially love this book because its advice isn't solely applicable to high-stakes business negotiations but to any situation involving decision-making， down to something as trivial as deciding where to eat for dinner。 The book does get dry at times， but what it offers mor This is a phenomenal book packed with practical advice on negotiating。 It breaks down the common misconceptions surrounding negotiations and offers concrete strategies to ease the negotiation process and make win-win deals。 I especially love this book because its advice isn't solely applicable to high-stakes business negotiations but to any situation involving decision-making， down to something as trivial as deciding where to eat for dinner。 The book does get dry at times， but what it offers more than makes up for this setback。 。。。more

Jan Spörer ，

These are my key takeaways from the book:-Preparation for negotiations （checklist）:--Assess your BATNA （best alternative to the agreement currently under negotiation， Best Alternative to Negotiated Agreement） by identifying and valuing all alternative options。 （p。 20）--Identify all of your interests （not only price）。 （p。 72）--Create a scoring system for these interests to trade them off against each other。 （p。 72）--Calculate a reservation value from your BATNA （this will be better than your BATN These are my key takeaways from the book:-Preparation for negotiations （checklist）:--Assess your BATNA （best alternative to the agreement currently under negotiation， Best Alternative to Negotiated Agreement） by identifying and valuing all alternative options。 （p。 20）--Identify all of your interests （not only price）。 （p。 72）--Create a scoring system for these interests to trade them off against each other。 （p。 72）--Calculate a reservation value from your BATNA （this will be better than your BATNA because usually you can improve on your BATNA after the negotiation） （p。 20）--Identify the other party’s multiple interests。 （p。 74）--Assess the other party’s BATNA and calculate their reservation value。 （p。 21）--Evaluate the ZOPA （zone of possible agreement）。 （p。 23） Make sure to anchor OUTSIDE of the ZOPA！ Always anchor as aggressively as you can justify: “I think a price of … is appropriate because…” （pp。 34， 35）--Make sure that you understand their decision rules。 （pp。 183-184）-Responding to a first offer: （pp。 31-34）:--Ignore anchor （and also threats， pp。 274-275）--Separate information from influence。 （also see p。 174）--If an anchor surprises you， ask some questions around the deal that challenge your assumptions。 Then shift attention away from the anchor and define the negotiation in your own terms。--If the situation could become heated: Identify and neutralize （by naming） any threats that the other party could make。 Only do this if they already know your weak spots。 （pp。 275-276）-Protect yourself from lies and uncertainty （=differences in how the parties see the probability of outcomes） with contingency contracts。 （p。 41）-It can make sense to hint at a specific assumption that you are making， e。g。， “I think the land will be used to construct commercial real estate。 This would make the land very valuable。 What are your plans with the land？” Questions like these make it hard for the other party to lie。 （p。 40）-If you are surprised by a good offer， don’t celebrate - think！ （p。 48）-When you have closed a deal， show willingness to improve the deal if both parties can be made better off （post-settlement settlement， PSS）。 （p。 79） --Acknowledge the progress that was already made。 （p。 81）--Suggest that there may be aspects that can be improved and that they probably feel the same。 （p。 81）--Say that you have conceded everything possible， but that you are willing to think “outside the box”。 （p。 81）--State that you are now looking for a new agreement， but for an improved agreement that both prefer。 （p。 81）-Ask the other party why they are interested in certain aspects of the deal。 Don’t just ask in what they are interested。 （p。 85）-See demands as opportunities。 If the other party insists on demanding certain clauses， then they may be willing to pay a lot for it。 Maybe their demands create more room for the overall negotiation success。 （pp。 90-91）-Logrolling: （p。 61）--Make package offers to show how you trade off different parameters of a deal and to see if your preferences diverge from the other party’s preferences。 （pp。 100-102） Consider package deals especially when you are making proposals！ This way， you not only compete on price。 （p。 242）--Negotiate multiple issues simultaneously。 （p。 100）--Creating value is about creating Pareto efficiency。 But claiming value is purely about how value is distributed。 （p。 65）-Various behavioral advice:--Focus on other party’s BATNA and reservation value。 （p。 42）--Be comfortable with silence。 （p。 43）--Label your concessions。 （p。 43）-Common negotiation mistakes （p。 27）:--Making a first offer without sufficient information。--Weak first offer。--Didn’t listen enough。--Only tried to influence the other party without trying to learn。--Not challenging assumptions about the other party。--Miscalculated ZOPA， did not reevaluate it during the negotiation。--Made disproportionate concessions。-Long-term considerations for strategic negotiations: （p。 191）--Changes in laws--What precedent does this deal create？--How to gain information about key personnel （when buying a company）？--How will competitors react？ How much power do they have and where does their power come from？--What assumptions do you make？-Psychology and trust:--People often attribute the other party’s concessions to external factors instead of thanking the other party and allowing them to gain your trust。 （p。 136）--Highlight their potential losses rather than their potential gains。 （p。 160）--Disaggregate their gains and aggregate their losses。 The more often something occurs， the higher the perceived relevance。 Don’t say “I have completed earlier and under budget”。 Say “I have completed earlier” and a couple days later “I have completed under budget”。 （pp。 162-163）--Keep them saying “yes”。 （pp。 163-165）--Make them justify their past decisions。 （foot in the door strategy） （pp。 165-166）--Make small （token） unilateral concessions to create reciprocity。 （pp。 170-171）--Look prepared to avoid being deceived。 If you look prepared， the other side will be less likely to try to deceive you。 （pp。 199-200）--Most people， instead of lying， will try not to answer critical questions。 If you notice that you did not get a direct response， take this as a sign that the statement is not to be taken at face value。 （p。 206）--When designing contracts， make sure that they don’t contain constraints that tempt the parties to lie。 Budget allocations between departments often lead to overstatements of expected costs （lying）。 One should identify which positions lead department heads to experience uncertainty about the predictability of their budgets and make sure that exceptions are possible in the budget planning。 （p。 217）--Bounded ethicality: People often contradict their own sense of ethicality without knowing。 （p。 220） Conflicts of interest make the agent believe that the conflict of interest is not actually there。 People that are paid by the hour often engage in lengthy work and actually believe that this serves their clients。 Upton Sinclair: “It is difficult to get a man to understand something when his salary depends upon his not understanding it。” People often actually believe that their products are the best， even when they are not。 （pp。 221-222）--Let the other party know when you think that a threat is not credible。 （pp。 276-277） 。。。more

Ralph N ，

It’s the only negotiation book I’ve read so far that’s actually worth reading。

Byron Flores ，

Good read and very simple to understand and practice

Youssouf ，

Interesting book！ It has helped me put a lot of things in perspective and gave me the vocabulary to help me in my next negotiation。

James ，

Bummer that I’ve lived most of my life knowing nothing about negotiation！

Thanasis Tranoudakis ，

Super easy to read， super interesting， super usefulMust read

Salah Almansour ，

A powerful guide and reference in understanding how negotiation works。 It explains interestingly the explicit and implicit techniques that negotiators follow to leverage their strength/weakness into the negotiation process。 The book is filled with interesting and useful terms， with giving fun to read real life examples。

Nithin Krishna ，

Details every minute aspect regarding the process of negotiation in a simple language。

Arturo Lucero Espitia ，

Me atrevería a decir que este libro tiene TODOS los aspectos de negociación cubiertos de una u otra manera。 Un excelente manual para tener a la mano。

Terence ，

I would put this book up there with 'Never Split the Difference' as one of the best negotiation books available。 Getting to Yes would be number 3， in case you are curious。Well worth reading。 Highly recommend！ I would put this book up there with 'Never Split the Difference' as one of the best negotiation books available。 Getting to Yes would be number 3， in case you are curious。Well worth reading。 Highly recommend！ 。。。more

Yuen Tan ，

It started rather slowly， gets better second part of the book。 This is a good reference for negotiation， sounds every bits the MBA material on the subject （Harvard Business School）。The book brings us through the structure of negotiation : figure out the ZOPA （zone of possible agreement）， assess your BATNA （best alternative to negotiated agreement） etc。 The writers discussed the biases （theirs and ours）; they five good advice on handling situations where you are negotiating from a position of wea It started rather slowly， gets better second part of the book。 This is a good reference for negotiation， sounds every bits the MBA material on the subject （Harvard Business School）。The book brings us through the structure of negotiation : figure out the ZOPA （zone of possible agreement）， assess your BATNA （best alternative to negotiated agreement） etc。 The writers discussed the biases （theirs and ours）; they five good advice on handling situations where you are negotiating from a position of weakness， handling irrational party and ethical issues （never lie！）。 I thought examples / sample scripts provided were very good （hence the 3 stars）。 I will recommend this to those who wants a good reference to the subject。“Why are possible illusions useful for quarterbacks and salespeople？ Because unlike negotiators， they are not making decisions so much they are implementing decisions that have already been made。 Overconfident and irrational optimism may provide them with motivation to improve their performance at relatively low cost。 But such illusions are extremely costly for negotiations， who must make decisions constantly - before， during and after the negotiation。” 。。。more

Gabriel Lobato Teixeira ，

The best way to learn is in practice！ But there is much to learn from the experiences of others。 This book presents good negotiation techniques through concrete cases。 excellent and very didactic！

Nicole ，

Meh。 School stuff。

Rajat ，

Structured and filled with good practical examples。 Every section could be read independently。Helpful book for executives， employees， organizations。

John Piotrowski ，

Read like a text book

Lolo ，

This is an amazing book on negotiations。 It focuses on a win-win deal （not a win-lose deal） and I appreciate this way of thinking。The author builds the foundation of what you need to be great at negotiations and through a multitude of scenarios helps you understand the best ways to deal with difficult situations。I've learned a lot， and I must admit I would have to read it again in the future to extract more。 I would suggest this book to anyone making deals and negotiating。 This is an amazing book on negotiations。 It focuses on a win-win deal （not a win-lose deal） and I appreciate this way of thinking。The author builds the foundation of what you need to be great at negotiations and through a multitude of scenarios helps you understand the best ways to deal with difficult situations。I've learned a lot， and I must admit I would have to read it again in the future to extract more。 I would suggest this book to anyone making deals and negotiating。 。。。more

Rabin Rai ，

Although the book took me longer than usual to finish reading， I have acquired a higher level of confidence in negotiation from the well-researched insights and case studies。

Reference

google book https://www.google.com/search?tbm=bks&q=Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

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The British Library https://bll01.primo.exlibrisgroup.com/discovery/search?query=any,contains,Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond&tab=LibraryCatalog&search_scope=Not_BL_Suppress&vid=44BL_INST:BLL01&lang=en&offset=0