Negotiation Genius
by Deepak Malhotra, Max Bazerman · first published 2007
88% recommend13% neutral
Why HN recommends it
A practical guide to negotiation strategy that answers many basic questions. Suited to people new to negotiating and to those who want to improve their skills.
Summarised by Claude from recommending comments
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 geni
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…negotiation a few months ago, so I bought all the best-reviewed books on Amazon. Here's the ones I especially liked: The Power of Nice (Shapiro), Bargaining for Advantage (Shell), 3D Negotiation (Lax), Negotiation Genius (Malhotra)
on “Ask HN: Good books on negotiation?” ↗…information attacks/information passing). If Powertalk is negotiation, then learning how to actually negotiate might help. Luckily, there are hundreds if not thousands of books written on the subject. _Negotiation Genius_, by Malhotra, _Bargaining for Advantage, by Snell, and _Negotiating Game_, by Karrass are all seminal works. I've found them helpful. (Note that these books are usually written from the perspective…
on “The Gervais Principle II: Posturetalk, Powertalk, Babytalk and Gametalk” ↗Negotiation Genius - best book out there and a good read. http://www.amazon.com/Negotiation-Genius-Obstacles-Brilliant...
on “Ask HN: how can I practice negotiation?” ↗I've read a few. Negotiation Genius is probably the most accessible one: http://www.amazon.com/Negotiation-Genius-Obstacles-Brilliant... Winning Through Intimidation was a fun read, especially if you're into real estate. Apparently the…
on “Salary Negotiation: Make More Money, Be More Valued” ↗Read the book Negotiation genius: http://www.amazon.com/Negotiation-Genius-Obstacles-Brilliant... It will answer a LOT of your questions directly. I've gotten really good at negotiation after being bad at it, and this book was great.…
on “Ask HN: 20 years old, received offer, no idea how to negotiate. Advice please.” ↗Books I liked: - Bargaining For Advantage (https://www.amazon.com/Bargaining-Advantage-Negotiation-Stra...) - Negotiation Genius (https://www.amazon.com/Negotiation-Genius-Obstacles-Brillian...) - Getting To Yes (https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Wit...) - The Coursera course from the University of Michigan…
on “About Google's approach to research publication – Jeff Dean” ↗…other sciences or deep domain knowledge. It's consideration. Plain, pure consideration for other people and how they might feel about things. -------- The Selfish Gene would perhaps be a close second. Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond is also a good read for people in STEM fields. The Emperor of All Maladies, a book about the history of cancer.…
on “Ask HN: Summer reading” ↗Agreed. Read Negotiation Genius* and go from there. (*or any other recommended book)
on “Take pride or fuck it” ↗I came looking for a comment on negotiation, and frankly, it was a disappointing comment. Yes, everyone should learn about negotiation. And as the authors of Negotiation Genius point out, you're making the mistake most people make - only considering your BATNA and not considering the other party's BATNA. Ask yourself what alternative Facebook has if you insist on a Bay Area…
on ““Location-Based Pay” – Who are we to complain?” ↗…a lot. I find negotiations very interesting, and was curious if any one has suggestions on other books? Right now considering Secrets of Power Negotiating: Inside Secrets from a Master Negotiator or Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. Also if you know a really good general business book, let me know! Thanks, Daum
on “Ask HN: Negotiation/biz book recs?” ↗