Negotiation Genius
How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
By Deepak Malhotra; Max H. Bazerman; Norman Dietz (Narrator)
(Tantor Media, Compact Disc, 9781400105403)
Publication Date: September 2007
Other Editions of This Title: Google eBook, Paperback, Hardcover, Compact Disc, MP3 CD
Categories: Negotiating
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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.
Deepak Malhotra is an assistant professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School. Deepak teaches negotiation in the MBA program and in a wide variety of executive programs, including the Advanced Management Program (AMP), the Owner/President Management Program (OPM), Changing the Game, Strategic Negotiation, and Families in Business. Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the author of Negotiating Rationally and Judgment in Managerial Decision Making, each of which has sold more than 100,000 copies. He is also the founder and a former director of the Kellogg Environmental Research Center. Norman Dietz is a writer, an actor, and a solo performer. Since 1962, he has toured coast to coast, presenting his work before audiences all over the United States and Canada. He is the author of the comic novel Nailing It, as well as Fables & Vaudevilles & Plays and The Lifeguard and the Mermaid, collections of his work for the stage. Norman has also performed frequently on radio and television, and he has recorded over 150 audiobooks, many of which have earned him awards from AudioFile magazine, the ALA, and Publishers Weekly. Additionally, AudioFile named Norman one of the Best Voices of the Century. He lives in Lancaster, Pennsylvania.
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