Negotiation Genius
How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
Turn hard bargaining situations into brilliant outcomes with proven frameworks.
Drawing on decades of Harvard research and teaching, Malhotra and Bazerman provide frameworks and strategies for negotiating in difficult situations. They cover claiming and creating value, managing biases, handling lies and threats, and negotiating from a position of weakness. The book argues that negotiation genius is a learnable skill, not an innate talent.
Founders face investors and partners who negotiate for a living, and emotional or under-prepared founders leave value on the table. This book offers research-backed tactics for spotting hidden interests, defusing hardball moves, and creating bigger pies even when the deck seems stacked against you.
Sign in to mark this read or add it to your want-to-read list.