From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies students can learn 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. Learn what sets negotiation geniuses apart, including knowing 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

Zusatztext An absolutely brilliant negotiation framework and tool kit of negotiation strategies! compellingly illustrated from extensive real and complex situations. It's the most comprehensive! wise! practical book on the subject I've ever seen.Stephen R. Covey! author of The 7 Habits of Highly Effective People and The 8th Habit: From Effectiveness to Greatness Few skills in life are as valuable as negotiatingand we can all become better at it. Professors Malhotra and Bazerman show us how! combining insightful analysis with clear! practical! and ingenious recommendations.William Ury! coauthor of Getting to Yes and author of The Power of a Positive No Shortly after I sat down with Negotiation Genius ! I reached for pen and pad and began to make notes. Thirty-five years in the space with hundreds of major negotiations! and this work still has something to teach me. It's the rare book that I would recommend to people at any experience level. With its engaging blend of real-world stories! intelligent tools! and emphasis on ethics and integrity! it is must reading for all who wish to excel. Brian McGrath! Global Vice President! Chief Procurement Officer! Johnson & Johnson Consumer Companies Malhotra and Bazerman are offering a heck of a deal: for a handful of dollars! you can buy a book that invites you into a classroom conversation at the Harvard Business Schoolan experience that would normally cost fistfuls. This is a classic win-win bargain. No wonder they write so well about 'negotiation genius.'David Gergen! former U.S. presidential adviser; Director! Center for Public Leadership! John F. Kennedy School of Government Invaluable. Whether in business! politics! or the nonprofit sector! leaders must rely on the power to persuade! and Malhotra and Bazerman unlock the secrets of how to do so strategically! ethically! and successfully.Bill Shore! Founder and Executive Director! Share Our Strength Whether your passion is sports! politics! or business! negotiations are an integral part of your world. Negotiation Genius offers an insightful and entertaining perspective on the negotiation process! pluseven more importanthighly effective and relevant advice for conducting negotiations day-to-day."Andy Wasynczuk! former Chief Operating Officer! three-time Super Bowl champion New England Patriots For both the novice and the master! Negotiation Genius is the single! most essential source for the basic understanding of this increasingly important skill set. Warren Bennis! Distinguished Professor of Management! University of Southern California; coauthor of Judgment: How Winning Leaders Make Great Calls If you'll spend 26 bucks and a night or two of reading time! [Malhotra and Bazerman] show you how to dramatically upgrade your negotiating skills. Packed with case studies! their book shows how to spot opportunities! discover hidden information! identify leverage and successfully confront an adversary's dirty tricks." Newsweek Informationen zum Autor Deepak Malhotra and Max Bazerman Klappentext 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 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<...

Autorentext

Deepak Malhotra and Max Bazerman

Leseprobe
Becoming a Negotiation Genius

What is a negotiation genius? Let’s start with the simple observation that you often know a negotiation genius when you see one. You can see genius in the way a person thinks about, prepares for, and executes negotiation strategy. You can see genius in the way a person manages to completely turn around a seemingly hopeless negotiation situation. You can see genius in the way a person manages to negotiate successful deals–consistently–while still maintaining her integrity and strengthening her relationships and her reputation. And, in all likelihood, you know who the negotiation geniuses are in your organization. This book will share with you their secrets. Consider the following stories, in which negotiators faced great obstacles, only to overcome them to achieve remarkable levels of success. But we will not reveal how they did it–yet. Instead, we will revisit these stories–and many others like them–in the chapters that follow, as we share with you the strategies and insights you need to negotiate like a genius in all aspects of life.
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***A Fight Over Exclusivity
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Representatives of a Fortune 500 company had been negotiating the purchase of a new product ingredient from a small European supplier. The parties had agreed to a price of $18 per pound for a million pounds of product per year, but a conflict arose over exclusivity terms. The supplier would not agree to sell the ingredient exclusively to the U.S. firm, and the U.S. firm was unwilling to invest in producing a new product if competitors would have access to one of its key ingredients. This issue appeared to be a deal breaker. The U.S. negotiators were both frustrated and surprised by the small European firm’s reticence on the issue of exclusivity; they believed their offer was not only fair, but generous. Eventually, they decided to sweeten the deal with guaranteed minimum orders and a willingness to pay more per pound. They were shocked when the European firm still refused to provide exclusivity! As a last resort, the U.S. negotiators decided to call in their resident “negotiation genius,” Chris, who flew to Europe and quickly got up to speed. In a matter of minutes, Chris was able to structure a deal that both parties immediately accepted. He made no substantive concessions, nor did he threaten the small firm. How did Chris manage to save the day? We will revisit this story in Chapter 3.
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A Diplomatic Impasse

**In the fall of 2000, some members of the U.S. Senate began calling for a U.S. withdrawal from the United Nations. Meanwhile, at the United Nations, the United States was on the verge of losing its vote in the General Assembly. The conflict was over a debt of close to $1.5 billion, which the United States owed to the UN. The United States was unwilling to pay unless the UN agreed to a variety of reforms that it felt were long overdue. Most important, the United States wanted a reduction in its “assessments”–the percentage of the UN’s yearly regular budget that the United States was obligated to pay–from 25 percent…