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 youave aseen it alla 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 negotiationsawhether 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: acIdentify negotiation opportunities where others see no room for discussion acDiscover the truth even when the other side wants to conceal it acNegotiate successfully from a position of weakness acDefuse threats, ultimatums, lies, and other hardball tactics acOvercome resistance and asella proposals using proven influence tactics acNegotiate ethically and create trusting relationshipsaalong with great deals acRecognize when the best move is to walk away acAnd much, much more This book gets adown and dirty.a It gives you detailed strategiesaincluding talking pointsathat 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.
|Author||:||Deepak Malhotra, Max Bazerman|
|Publisher||:||Bantam - 2007-09-25|