Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond

Book Cover
Average Rating
Publisher:
Bantam Dell,
Pub. Date:
[2007]
Language:
English
Description
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 moreThis 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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Contributors:
ISBN:
9780553384116
9780553804881
055380488
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Grouping Information

Grouped Work ID 52d69705-cbe9-4b10-18c2-383285915661
Grouping Title negotiation genius how to overcome obstacles and achieve brilliant results at the bargaining table a
Grouping Author malhotra deepak
Grouping Category book
Last Grouping Update 2018-10-19 04:48:49AM
Last Indexed 2018-10-19 04:52:17AM

Solr Details

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auth_author2 Bazerman, Max H.
author Malhotra, Deepak, 1975-
author2-role Bazerman, Max H.
author_display Malhotra, Deepak
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local_callnumber_arlington 658.4 MALHO
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publishDate 2007
record_details ils:.b13053206|Book|Books||English|Bantam Dell,|[2007]|343 pages : illustrations ; 24 cm.
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ils:.b13053206 .i21894644 On Shelf On Shelf false true true false false true 9999
subject_facet Conflict management, Interpersonal communication -- Moral and ethical aspects, Miscommunication, Negotiation, Negotiation in business
title_display Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond
title_full Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Deepak Malhotra and Max Bazerman
title_short Negotiation genius :
title_sub how to overcome obstacles and achieve brilliant results at the bargaining table and beyond