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.
Harvard professor (and negotiation advisor to organizations around the world) Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra illustrates key lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations.
Hear why the best way to get what you're after in a negotiation - sometimes the only way - is to approach the situation the way a detective approaches a crime scene.
For all its good intentions, Who Moved My Cheese? basically reduces us to mice in a maze sniffing after cheese. Harvard Business School professor Deepak Malhorta uses a fable involving a different set of mice in a maze—mice who question everything—to help readers see how they underestimate their ability change the rules, overcome the constraints they face, and control their own destiny.
The primal urge to win often overwhelms rational decision making. Here's how to tame competitive arousal, head off emotionally charged competitions, or manage them to your advantage.