Negotiation Genius
How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
Editorial Review
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.
Book Reviews
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This book is for the person in the trenches, who needs practical guidelines to get the very best deal possible with people and organizations that have very different backgrounds and experiences. This book is for the practitioner—for the person who faces an international negotiating challenge and who perhaps should have done
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Wisdom to Share
The primary benefit of making a first offer in negotiationis that it establishes an anchor. An anchor is a numberthat focuses the other negotiator’s attention and expectations.
Identifying issues is only the first step. Next, you need to think about your relative priorities over the many issues. For example, how do you trade off salary against stock options, starting date, or promotion track?
The goal is not to overwhelm the other party with demands, but to give them a lot of different ways to compensate you and make you happy.
Negotiation helps to create value through agreements that make both parties better off than they were without an agreement.
In negotiation, there often will be issues that you do not care about—but that the other side cares about very much! It is critical to identify these issues.
Negotiators often fail to create value because they assume there is a fixed pie of value or resources even when it is possible to increase the size of the pie.
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