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.
"From the Hardcover edition."
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