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

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

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.

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.
More Information

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 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.

Language:

English

Narrators:

Max Bazerman, Fred Sanders

Length:

11h 59m


Chapters

Chapter 1
Chapter 1

00:20


Chapter 2
Chapter 2

05:09


Chapter 3
Chapter 3

07:47


Chapter 4
Chapter 4

05:53


Chapter 5
Chapter 5

08:29


Chapter 6
Chapter 6

05:57


Chapter 7
Chapter 7

07:36


Chapter 8
Chapter 8

08:44


Chapter 9
Chapter 9

06:06


Chapter 10
Chapter 10

05:50


Chapter 11
Chapter 11

06:49


Chapter 12
Chapter 12

04:00


Chapter 13
Chapter 13

05:15


Chapter 14
Chapter 14

08:07


Chapter 15
Chapter 15

06:49


Chapter 16
Chapter 16

07:01


Chapter 17
Chapter 17

04:15


Chapter 18
Chapter 18

05:36


Chapter 19
Chapter 19

08:29


Chapter 20
Chapter 20

06:45


Chapter 21
Chapter 21

06:34


Chapter 22
Chapter 22

06:23


Chapter 23
Chapter 23

08:19


Chapter 24
Chapter 24

06:11


Chapter 25
Chapter 25

08:28


Chapter 26
Chapter 26

05:14


Chapter 27
Chapter 27

05:06


Chapter 28
Chapter 28

07:07


Chapter 29
Chapter 29

03:21


Chapter 30
Chapter 30

05:46


Chapter 31
Chapter 31

03:40


Chapter 32
Chapter 32

07:26


Chapter 33
Chapter 33

07:08


Chapter 34
Chapter 34

06:17


Chapter 35
Chapter 35

05:11


Chapter 36
Chapter 36

04:27


Chapter 37
Chapter 37

05:13


Chapter 38
Chapter 38

05:22


Chapter 39
Chapter 39

04:33


Chapter 40
Chapter 40

05:12


Chapter 41
Chapter 41

07:58


Chapter 42
Chapter 42

08:53


Chapter 43
Chapter 43

08:50


Chapter 44
Chapter 44

04:03


Chapter 45
Chapter 45

07:15


Chapter 46
Chapter 46

06:25


Chapter 47
Chapter 47

07:10


Chapter 48
Chapter 48

03:49


Chapter 49
Chapter 49

07:37


Chapter 50
Chapter 50

06:48


Chapter 51
Chapter 51

07:03


Chapter 52
Chapter 52

09:22


Chapter 53
Chapter 53

03:39


Chapter 54
Chapter 54

06:22


Chapter 55
Chapter 55

05:52


Chapter 56
Chapter 56

07:07


Chapter 57
Chapter 57

04:51


Chapter 58
Chapter 58

04:23


Chapter 59
Chapter 59

08:59


Chapter 60
Chapter 60

07:56


Chapter 61
Chapter 61

08:05


Chapter 62
Chapter 62

04:46


Chapter 63
Chapter 63

06:14


Chapter 64
Chapter 64

08:01


Chapter 65
Chapter 65

03:38


Chapter 66
Chapter 66

07:05


Chapter 67
Chapter 67

08:05


Chapter 68
Chapter 68

08:26


Chapter 69
Chapter 69

04:27


Chapter 70
Chapter 70

09:37


Chapter 71
Chapter 71

05:36


Chapter 72
Chapter 72

04:24


Chapter 73
Chapter 73

06:44


Chapter 74
Chapter 74

07:16


Chapter 75
Chapter 75

06:48


Chapter 76
Chapter 76

05:57


Chapter 77
Chapter 77

06:31


Chapter 78
Chapter 78

04:24


Chapter 79
Chapter 79

07:55


Chapter 80
Chapter 80

07:01


Chapter 81
Chapter 81

08:20


Chapter 82
Chapter 82

06:49


Chapter 83
Chapter 83

05:49


Chapter 84
Chapter 84

08:41


Chapter 85
Chapter 85

06:41


Chapter 86
Chapter 86

06:38


Chapter 87
Chapter 87

04:12


Chapter 88
Chapter 88

05:13


Chapter 89
Chapter 89

06:42


Chapter 90
Chapter 90

08:22


Chapter 91
Chapter 91

04:41


Chapter 92
Chapter 92

06:30


Chapter 93
Chapter 93

05:32


Chapter 94
Chapter 94

08:26


Chapter 95
Chapter 95

08:48


Chapter 96
Chapter 96

08:24


Chapter 97
Chapter 97

08:32


Chapter 98
Chapter 98

04:24


Chapter 99
Chapter 99

07:54


Chapter 100
Chapter 100

05:10


Chapter 101
Chapter 101

04:07


Chapter 102
Chapter 102

06:52


Chapter 103
Chapter 103

04:40


Chapter 104
Chapter 104

05:05


Chapter 105
Chapter 105

05:23


Chapter 106
Chapter 106

06:50


Chapter 107
Chapter 107

03:33


Chapter 108
Chapter 108

06:55


Chapter 109
Chapter 109

05:59


Chapter 110
Chapter 110

05:32


Chapter 111
Chapter 111

03:35


Chapter 112
Chapter 112

05:37


Chapter 113
Chapter 113

04:00


Chapter 114
Chapter 114

07:50


Chapter 115
Chapter 115

00:41