Negotiation Genius Book Summary - Negotiation Genius Book explained in key points
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Negotiation Genius summary

Deepak Malhotra & Max H. Bazerman

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

4.1 (194 ratings)
15 mins

Brief summary

Negotiation Genius by Deepak Malhotra and Max H. Bazerman is a comprehensive guide that teaches effective negotiation strategies and tactics. It provides practical advice on how to build better relationships, find common ground, and achieve mutually beneficial outcomes in any negotiation.

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    Negotiation Genius
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    Every great deal begins behind the scenes

    Imagine stepping into a meeting, feeling the weight of the deal that's about to be made. The room is filled with anticipation, and the other side seems confident. What if there were a way to equip yourself with a secret weapon to ensure the best outcome for yourself? Well, it turns out that weapon exists – and it’s called thorough preparation.

    In every successful negotiation, the secret weapon is a well-prepared negotiator. Picture a startup founder needing exclusive software rights from a tech giant for her company's next product launch. Faced with astronomical licensing fees, she could have easily given in or walked away, jeopardizing the project. But she didn't. Instead, she delved into understanding the tech giant's motivations, business goals, and constraints. Armed with this knowledge, she crafted a proposal that was irresistible because it benefited both parties. The result? She secured the software rights at a much more reasonable cost, making her project not only viable but also profitable. The key to unlocking this win-win scenario? Meticulous preparation and a deep understanding of both sides.

    Now, consider this: before diving headfirst into any negotiation, do you know your BATNA – the Best Alternative to a Negotiated Agreement? It's like knowing your escape route if the negotiation turns south. Say you're trying to sell a property. If the current negotiation falls apart, would you be able to finalize a deal with another party? Identifying this gives you the upper hand, ensuring you're not left stranded.

    Alongside this, determining your reservation value, or RV, acts as your safety net. Think of the RV as the least favorable point at which you'll accept a deal. In a property negotiation, if the selling price plunges below your minimum, it's time to reconsider.

    But there's more to preparation than just understanding your own stance. Diving into the mindset of the other party is equally crucial. Gauge their BATNA, and you'll find out just how much leverage you have. Coupled with this, estimating their reservation value provides insights into their breaking point.

    With both these components in mind, you can identify the Zone of Possible Agreement, or ZOPA. This is where the magic happens – the range within which both parties find their sweet spot. Within this realm, both you and your negotiation partner can find a deal that's agreeable.

    So how can you take these concepts and weave them into your negotiation strategies? Begin by arming yourself with a trove of information. Just as you would research a place before traveling, delve into the details about your negotiation partner's priorities and constraints. Knowledge, after all, is power.

    And remember, as you navigate these negotiations, it's not only about what you gain, but also about the relationships you build and maintain. Every negotiation is a dance, a push-and-pull, and the best outcomes arise when both parties walk away feeling understood and valued.

    In essence, stepping into the negotiation arena without proper preparation is like setting sail on turbulent seas without a compass. Equip yourself with the knowledge and strategies not only to navigate the waves but also to chart a course toward success. So, next time you're about to negotiate, remember the power of preparation – it might just be the key to unlocking the best deals.

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    What is Negotiation Genius about?

    Negotiation Genius (2007) equips you with the tools to master the art of negotiation in any scenario. Discover how to decode your counterpart's motives, debunk common negotiation myths, and pivot around obstacles like a pro. Your deal-making skills will never be the same.

    Negotiation Genius Review

    Negotiation Genius (2007) is a must-read for anyone looking to enhance their negotiation skills and achieve better outcomes. Here's what sets this book apart:

    • It offers a treasure trove of practical strategies and techniques that can be applied to various real-life situations, empowering readers to negotiate with confidence and success.
    • The authors draw on extensive research and real-world examples to provide a comprehensive understanding of negotiation dynamics, making the book valuable and relevant.
    • Through its engaging storytelling style and insightful case studies, the book captures and sustains the reader's attention, ensuring an enjoyable and enlightening reading experience.

    Who should read Negotiation Genius?

    • Business leaders seeking strategic negotiation skills
    • Law professionals in arbitration and mediation
    • Sales teams aiming for win-win outcomes

    About the Author

    Deepak Malhotra is a Harvard Business School professor and award-winning author of titles such as Negotiating the Impossible. Named Business School Professor of the Year in 2020, he advises CEOs globally and governments on conflict resolution.

    Max Hal Bazerman is a renowned researcher and the Jesse Isidor Straus Professor of Business Administration at Harvard Business School. With influential works like Better, Not Perfect and The Power of Experiments, he received the Lifetime Achievement Award from the Academy of Management in 2019.

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    Negotiation Genius FAQs 

    What is the main message of Negotiation Genius?

    Negotiation Genius teaches us how to become skilled negotiators and achieve successful outcomes.

    How long does it take to read Negotiation Genius?

    The reading time for Negotiation Genius varies, but the Blinkist summary can be read in just 15 minutes.

    Is Negotiation Genius a good book? Is it worth reading?

    Negotiation Genius is a highly recommended read for its valuable insights and practical advice.

    Who is the author of Negotiation Genius?

    Negotiation Genius is authored by Deepak Malhotra and Max H. Bazerman.

    What to read after Negotiation Genius?

    If you're wondering what to read next after Negotiation Genius, here are some recommendations we suggest:
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    • Cracked it! by Bernard Garrette
    • The Art of Negotiation by Michael Wheeler
    • The Coming Wave by Mustafa Suleyman
    • Primed to Perform by Neel Doshi and Lindsay McGregor
    • Leading an Inspired Life by Jim Rohn
    • Secrets of Power Negotiating by Roger Dawson
    • The Six Disciplines of Strategic Thinking by Michael D. Watkins