Read Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond by Deepak Malhotra Free Online
Book Title: Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond|
The author of the book: Deepak Malhotra
Format files: PDF
The size of the: 5.55 MB
ISBN 13: 9780553804881
Date of issue: September 25th 2007
Read full description of the books: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 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.
Read information about the authorDeepak Malhotra is a Professor in the Negotiation, Organizations and Markets Unit at the Harvard Business School. He teaches courses on negotiation strategy to MBA students, as well as in a variety of executive programs, including the Owner/President Management Program, Changing the Game and Families in Business.
Deepak's research focuses on negotiation strategy, trust development, competitive escalation, and international and ethnic dispute resolution, and has been published in top journals in the fields of management, psychology, conflict resolution and foreign policy. His work has also received considerable media attention, including multiple appearances by Deepak on CNBC. Deepak has won awards for both his teaching and his research.
Deepak's professional activities include training, consulting, and advisory work for firms across the globe in dozens of industries. He is also a frequently invited speaker to executive groups such as the Young Presidents Organization (YPO), the Entrepreneurs Organization (EO) and The Executive Club (TEC).
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