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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 audiobook 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.

©2007 Deepak Malhotra and Max Bazerman (P)2015 Random House Audio

Critic 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, author of The 7 Habits of Highly Effective People and The 8th Habit: From Effectiveness to Greatness)
"Few skills in life are as valuable as negotiating - and we can all become better at it. Professors Malhotra and Bazerman show us how, combining insightful analysis with clear, practical, and ingenious recommendations." (William Ury, coauthor of Getting to Yes and author of The Power of a Positive No)
"Shortly after I sat down with Negotiation Genius, I reached for pen and pad and began to make notes. Thirty-five years in the space with hundreds of major negotiations, and this work still has something to teach me. It's the rare book that I would recommend to people at any experience level. With its engaging blend of real-world stories, intelligent tools, and emphasis on ethics and integrity, it is must reading for all who wish to excel." (Brian McGrath, Global Vice President, Chief Procurement Officer, Johnson & Johnson Consumer Companies)

What listeners say about Negotiation Genius

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    3 out of 5 stars
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    3 out of 5 stars

Interesting but way too long

There are certainly a lot of learning points in this book and so is worth reading it. However, it is seriously too long and examples and case studies are either too silly or "constructed") made up).

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A good book for newbies that allows for reflection

Definitely makes you think about good negotiating practice in a different, and in my case better, way.

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One of the best books I have ever read

This book improved my life. Business negotiation is a primary role in my job. I successfully applied two principles thus far to resolve longstanding issues with contractors. other principles were also very useful at home. Thank you Deepak. Thank you Max.

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Picked up useful tips on negotiotion

This book is gives excellent tips on negotiation. I would highly recommend for all readers.

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  • VP
  • 03-09-20

Why is the intro so long?

I bought the book. Don’t need to be persuaded to read it. Give me the actual tips instead of 1million reasons why the tips are good.

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Master piece!

Very good Book, a lot of information, definitely i will buy now paper version to read again and make some ribbons to come back when needed!!!

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Brilliant book.

loved it. read it twice to make sure I haven't missed out on the dinner details!

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Good book bad narrator

It was best if another narrator read the book. Generally the book content is good

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Wealth of useful info, strategy and tactics

Each time i listen to audiobook - I'm getting more and more from it. Gotta love "Majour Hit The Fan" story

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An excellent negotiation guide

A very good guide to basics of negotiations. Highly recommended for people in sales related jobs.

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  • Martin Fierro
  • 30-09-16

Pragmatic & Powerful Negotiation Methodology

Although I have law school and legal practice as well as business world experience negotiating the authors' approach taught me a great deal.
They know this field profoundly, and provide both a theoretical structure and practical application tips.
There is absolutely gold here for the mining. However, if you are looking for a magical word or a hypnotic phrase you won't find them. Great negotiation results require hard smart work. This shows how to focus your efforts to make success happen.
This is a book I will be reading and re-reading over the years because of the depth of the insights the authors share.
I heartily recommend it!

12 people found this helpful

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  • Bruno
  • 12-02-18

Never has a better negotiation book been written

This is phenomenal. Phenomenal! I cannot remember my life before these negotiation lessons, applicable in all domains of life. Every lesson is so specific and thorough. Fantastic work by the authors.

3 people found this helpful

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  • Andrew
  • 14-01-19

Title should be "Wimp Win"

I disagree with what most of this book has to say. I've been in sales and negotiating for some time now. This book feels like it was written by hippies trying to make sure everyone comes out okay and that's just not how it works in the real world.

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  • Joann
  • 24-05-17

Will listen again!

The reader is good and engaging.. good material.. definitely feel it will help significantly in future business.

2 people found this helpful

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  • Cindy Falteich
  • 27-09-16

Very informative, intelligent and enjoyable.

This book is very smartly written. There are enough stories to help emphasize the content and the subject is covered thoroughly. Informative and applicable to so many things in business and in life. I was happy I chose it. As a result, I would read more books by these authors, on this topic, written by more Harvard educators.

2 people found this helpful

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  • Amanda Levitt
  • 27-04-16

Great book on the topic covers everything

Great book on the subject. I would highly recommend. It covered all conceivable difficulties in many negotiations. Helped be get an 8% raise over two years for my union.

4 people found this helpful

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  • miamiluxuryhomesmatch
  • 18-04-16

Very Helpful!

Would you listen to Negotiation Genius again? Why?

I downloaded the audible edition then after listening I downloaded the book in order to review a few techniques. I have to negotiate with people almost on a daily basis so I found this book helpful and this is not my first book on the subject.

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  • Kirk Harding
  • 22-07-15

Negotiation Mastery

A great addition to your negotiation library. Very well read and easy to follow. Highly recommended follow up to Getting to Yes.

10 people found this helpful

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  • Jmorris0406
  • 07-04-20

great book on negotiation

About to go through it a second time. 20 years in sales and it is GREAT

1 person found this helpful

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  • Johanjohanhaha
  • 10-01-19

mess

It was a mess of for instances with some information mixed in. really was hard to complete. most of the stories and studies I have heard a few times in better books.

1 person found this helpful