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.
