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parsed(2008-08-26) - pubdate: 2008-08-26
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pub date: 1219726800
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Negotiation Genius

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

August 26, 2008 | Trade paperback
ISBN: 9780553384116
$24.00
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Description

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:

oIdentify negotiation opportunities where others see no room for discussion

oDiscover the truth even when the other side wants to conceal it

oNegotiate successfully from a position of weakness

oDefuse threats, ultimatums, lies, and other hardball tactics

oOvercome resistance and "sell" proposals using proven influence tactics

oNegotiate ethically and create trusting relationships--along with great deals

oRecognize when the best move is to walk away

oAnd much, much more

This book 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.

About this Author

Deepak Malhotra is an associate professor at the Harvard Business School, where he teaches negotiation in the MBA program, the Advanced Management Program, and the Owner/President Management Program, in addition to providing negotiation consulting and training for businesses worldwide.

Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the author of Negotiating Rationally and Judgment in Managerial Decision Making.

ISBN: 9780553384116
Format: Trade paperback
Pages: 352
Publisher: Random House Publishing Group
Published: 2008-08-26

$14.99

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