Negotiation Genius by Deepak Malhotra audiobook

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

By Deepak Malhotra and Max Bazerman
Read by Fred Sanders

Random House Audio
11.97 Hours 1
Format : Digital Download (In Stock)
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    ISBN: 9781101924518

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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Summary

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.

Editorial Reviews

Editorial Reviews

“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, New York Times bestselling author of The Seven Habits of Highly Effective People
“Packed with case studies, [Malhotra and Bazerman’s] book shows how to spot opportunities, discover hidden information, identify leverage, and successfully confront an adversary’s dirty tricks.” Newsweek
“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, funder and executive director, Share Our Strength

Reviews

Reviews

Author

Author Bio: Deepak Malhotra

Author Bio: Deepak Malhotra

Deepak Malhotra is a professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School. He teaches negotiation in the MBA program and in a wide variety of executive programs, including the Advanced Management Program, the Owner/President Management Program, Changing the Game, Strategic Negotiation, and Families in Business. He has been published in top journals in the fields of management, psychology, and conflict resolution and has won numerous awards for both his teaching and his research. Malhotra has also been widely cited and quoted in the mainstream media and is a regular guest on CNBC’s nightly program, The Big Idea.

Titles by Author

Author Bio: Max Bazerman

Author Bio: Max Bazerman

Max Bazerman is the codirector of the Center for Public Leadership at the Harvard Kennedy School, the Straus professor at the Harvard Business School, and the author of numerous books, including Negotiation Genius with Deepak Malhotra, Blind Spots with Ann E. Tenbrunsel, and Judgment in Managerial Decision Making with Don A. Moore. He has taught, advised companies, and consulted for governments in thirty countries. He is on numerous editorial boards, and he has received an honorary doctorate from the University of London, the Life Achievement Award from the Aspen Institute’s Business and Society Program, and the Distinguished Educator Award from the Academy of Management, among many other awards.

Titles by Author

Details

Details

Available Formats : Digital Download
Category: Nonfiction/Business & Economics
Runtime: 11.97
Audience: Adult
Language: English