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Publisher's Summary

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 audiobook 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.

©2007 Deepak Malhotra and Max Bazerman (P)2015 Random House Audio

Critic Reviews

"An absolutely brilliant negotiation framework and tool kit of negotiation strategies, compellingly illustrated from extensive real and complex situations. It's the most comprehensive, wise, practical book on the subject I've ever seen." (Stephen R. Covey, author of The 7 Habits of Highly Effective People and The 8th Habit: From Effectiveness to Greatness)
"Few skills in life are as valuable as negotiating - and we can all become better at it. Professors Malhotra and Bazerman show us how, combining insightful analysis with clear, practical, and ingenious recommendations." (William Ury, coauthor of Getting to Yes and author of The Power of a Positive No)
"Shortly after I sat down with Negotiation Genius, I reached for pen and pad and began to make notes. Thirty-five years in the space with hundreds of major negotiations, and this work still has something to teach me. It's the rare book that I would recommend to people at any experience level. With its engaging blend of real-world stories, intelligent tools, and emphasis on ethics and integrity, it is must reading for all who wish to excel." (Brian McGrath, Global Vice President, Chief Procurement Officer, Johnson & Johnson Consumer Companies)

What members say

Average Customer Ratings

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Great book not only for negotiation

Would you listen to Negotiation Genius again? Why?

Yes. Quite a number of concepts in the book are worth listening again and impress them in my mind. It's a great book for interpersonal skills that can be applied in work and in family. And it really demonstrates how to be more flexible and analytical and better prepared for difficult situations.

If you made a film of this book, what would be the tag line be?

NA

Any additional comments?

Recommended to anyone who wants to improve his/her skills with people or to be better prepared for tough situations.

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Like it so much

It's simply great. Very practical and engaging. Recommend it to everybody who seeing weakness in deal making and negotiating

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  • Martin Fierro
  • 30-09-2016

Pragmatic & Powerful Negotiation Methodology

Although I have law school and legal practice as well as business world experience negotiating the authors' approach taught me a great deal.
They know this field profoundly, and provide both a theoretical structure and practical application tips.
There is absolutely gold here for the mining. However, if you are looking for a magical word or a hypnotic phrase you won't find them. Great negotiation results require hard smart work. This shows how to focus your efforts to make success happen.
This is a book I will be reading and re-reading over the years because of the depth of the insights the authors share.
I heartily recommend it!

8 of 9 people found this review helpful

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  • Cindy Falteich
  • 27-09-2016

Very informative, intelligent and enjoyable.

This book is very smartly written. There are enough stories to help emphasize the content and the subject is covered thoroughly. Informative and applicable to so many things in business and in life. I was happy I chose it. As a result, I would read more books by these authors, on this topic, written by more Harvard educators.

2 of 2 people found this review helpful

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  • Amanda Sonkin
  • 27-04-2016

Great book on the topic covers everything

Great book on the subject. I would highly recommend. It covered all conceivable difficulties in many negotiations. Helped be get an 8% raise over two years for my union.

4 of 5 people found this review helpful

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  • miamiluxuryhomesmatch
  • 18-04-2016

Very Helpful!

Would you listen to Negotiation Genius again? Why?

I downloaded the audible edition then after listening I downloaded the book in order to review a few techniques. I have to negotiate with people almost on a daily basis so I found this book helpful and this is not my first book on the subject.

4 of 5 people found this review helpful

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  • Kirk Harding
  • 22-07-2015

Negotiation Mastery

A great addition to your negotiation library. Very well read and easy to follow. Highly recommended follow up to Getting to Yes.

10 of 14 people found this review helpful

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  • Bruno
  • 12-02-2018

Never has a better negotiation book been written

This is phenomenal. Phenomenal! I cannot remember my life before these negotiation lessons, applicable in all domains of life. Every lesson is so specific and thorough.
Fantastic work by the authors.

1 of 1 people found this review helpful

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  • Joann
  • 24-05-2017

Will listen again!

The reader is good and engaging.. good material.. definitely feel it will help significantly in future business.

1 of 1 people found this review helpful

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  • Chris
  • 17-01-2017

Enlightening and full of practical information

I will be referring to what was learned through the words spoken in this Negotiation Genius book on a daily basis. Thank You for taking your time to share your insightful lessons with anyone willing to listen.

1 of 1 people found this review helpful

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  • Sean
  • 12-01-2017

I was a little over my head

I don't think my lack of understanding should punish the content of the book, there are some high-level stuff in here. I purchased the book with the intent of learning day-to-day or general life negotiation strategy, end it does provide a lot of that! There are a lot of company executive tactics for large company interactions that were over my head a little bit. Otherwise fantastic book, learned a lot.

1 of 1 people found this review helpful

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  • MikeD
  • 23-11-2015

Beneficial

Listen to this before your opponent does. Otherwise prepare for a whooping at the bartering table. This book is pure genius.

5 of 7 people found this review helpful

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  • Najeeb
  • 02-09-2017

One of the best books I have ever read

This book improved my life. Business negotiation is a primary role in my job. I successfully applied two principles thus far to resolve longstanding issues with contractors. other principles were also very useful at home. Thank you Deepak. Thank you Max.

1 of 1 people found this review helpful

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  • Alev Haddadieh
  • 30-12-2015

Picked up useful tips on negotiotion

This book is gives excellent tips on negotiation. I would highly recommend for all readers.

3 of 5 people found this review helpful

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  • VRUNNER
  • 15-08-2018

Excellent Negotiation Skills Book!

This is a fantastic negotiation skills book packed with tips and techniques that are put across in an organised and effective manner with some great examples. What would have made it even better would be a written guide to go along with it.

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  • Amazon Customer
  • 20-07-2018

One of the best books I've read this year

very informative and easy to apply the lessons to the real world. Will keep returning to this book

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  • Rude K.
  • 09-03-2018

Really good

Lots of great ideas and concepts.
Well narrated.. Definitely a great book on this topic

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  • Amazon Customer
  • 08-03-2018

Amazing book

Really useful and applicable tools. Elements of human nature and how to leverage it to close. Really loved the part about creating value for everyone.